“A leader is not a person who gives the right answers, but rather, one who asks the right questions.” – Claude Levi-Strauss
We’ve heard it before, right? To sell your product, you have to “Ask the right questions.” The only issue is, we find ourselves fishing and wondering, “Well, what questions should I ask?”
…..I’m glad you asked :)
There are a menagerie of tactics and styles in sales questioning:
-and even in more recent studies, Funneled or Pointed questioning just to name a few…
However, what if I expressed to you that multiple questions can often cloud and hinder the decisions of a buyer? With so many questions floating around your presentation, a buyer can be confused as to which questions are truly pertinent to answer.
Here are 4 questions that can act as a catalyst for making personal AND practical connections with customers:
1. Why are you moving?
2. How do you plan to finance?
**Now that you’ve answered the ‘big 2’ you can move into more eased questions about details and timelines**
3. What do you want in it?
4. When do you want to do it?
So, what exactly are the ‘right’ questions to ask, or what method is the correct style of questioning? My answer is simply this: ask questions that will keep your buyer connected, give you the detailed information you need, and evoke answers that can help the process move in a practical and personal way.
Northern California New Home Division