Layering Questions - The Missing Key to Sales Success

One of the most easily missed abilities in sales is layering questions. The key is to ask one or two more questions, when you feel uncomfortable and want to retreat. Keeping in mind that your competitor has the same natural human tendencies to retreat when they feel uncomfortable. All sales people can ask a few basic questions. The top 10-20% of sales people learn how to guide a conversation through questions and pull the customer toward their goal with very little resistance.

Example:

What are the most important points to you in this purchase?

Thank you, out of curiosity, what are the reasons these are most important?

Ok, and who will need to be involved in this decision?

In the past, has this person usually taken your recommendation?

If you will ask more questions, the conversation will start to build and you will find that they will open up greatly. At this point, they will start to lead you right to the tie down and presentation. It is important that you do not present too many facts, features or benefits during the questioning process. Once you have momentum and they are sharing, try to get as much pertinent information as possible. Do not move out of the questioning mode until you have clarified that you have covered all needs and requirements.

Per Michael Kaplan's " Secrets of a Master Closer", there are only three types of sales people: Order-Takers, Presenters, and Closers. Only one of these three have been able to master the art of layering questions. Which one do you think? Of course, the answer is CLOSER!

Make it a Great Day!