That is actually the story of many people in the business world. Your products and offerings are attractive enough to attract customers but it turns out that you are not attractive enough to give them the final nudge. Where are you going wrong? It is in the questions you ask them.
Did you ever realize that one right question could actually seal the deal and close the sales? Here are the right questions to ask your customers:
Ask them why they are here – subtly.
Yep. Instead of asking what you can show them, ask them why they came to you. Why? Because the reply to the first question will be “I am just browsing.” When you ask what brings them to you or what made them call you, you will know the actual reason behind the call and you will be able to assist them likewise.
Ask them what interests them in the particular service or product
If the customer asks if you have a certain product/service, don’t just give them a one-word answer. Follow that answer up with something. Ask them why they are interested in that particular product/service. That will help you find out a lot about the customer and also fulfill his requirements with ease.
Ask them of their timeline
Many salespeople just want to make the sale without thinking twice. That pushy nature can put your customer off. Even though he purchases that one time, he might not come back because you are a little too pushy. Instead, ask him about his timeline and then adjust the urgency likewise. This will show that you actually understand your customer.
Ask them what they are expecting
This is kind of a delicate question but it is easy and will hit the target when used properly. Ask them what they are looking for next; subtly indicating that it is time to purchase and without being pushy, of course. This particular question will also open up your customer. He will ask you if he has any doubts and you can clear them. If he doesn’t have any doubts, you can go ahead and close the sale.
With sales, it is about being smart and asking questions that compel the buyer to purchase without directly pushing them.
When it comes to sales, you have to learn and teach your salespeople to be smart. Teach them what kinds of questions compel the customers into answering properly and then going ahead to make a purchase. These questions will help you increase your sales dramatically.
Image courtesy of [Stuart Miles] / FreeDigitalPhotos.net