What make you a truly professional salesman?
In each of us is a truly professional salesman and as one you must wear many different hats and take on multiple roles to be successful. There is a very simple solution that you can use at any time, with anyone and in any conversation that can help you to regain control and keep it. What is it? By asking questions correctly you can gain important insights, information, and also create motivation to create more profitable sales and call control.
I want you to imagine for a moment, what do professionals like doctors or lawyers do in order to diagnose or ascertain the needs or problems of their clients? They ask you questions like “where does it hurt?”, “What is the problem?”, “Why are you here?”, “What would you like me to do today?”, or “What actions are you prepared to take?”
Something else they do is a bit of academy award winning acting! They take on a role while they are asking you questions. It is important to learn HOW to ask questions, redirect questions, and ask them with finesse. As a professional you Must become a Doctor, Lawyer, and an Actor all rolled up into one.
There is an art to asking questions. Whenever you ask a question you are in control of the conversation because as a result of the question someone is taking the time to think of the proper response so they can answer. In addition to keeping you in control, questions also help you to steer the conversation in the direction you desire. There are questions that can be asked to help you uncover valuable information to assist you in the future.
So how do you regain control of the conversation once you’ve lost it? Realizing that whoever is asking the question is in control, all you need to do when you’re asked a question is to answer it with another question. Questions are an amazing way to control communication. A properly placed question can showcase your intelligence, interest in the person, as well as direct the conversation towards your intended outcome.
“For true success ask yourself these four questions: Why? Why not? Why not me? Why not now?” – James Allen