Strategy: Use pre-framed questions to focus direction.
Pre-framed questions make the client focus in a direction you want them. They can be used to qualify the sale, reduce objections or close the sale. A good example is, “Do not think about the color blue.” To not think about it, you must first imagine the color blue. We have focused your attention.
- How long have you been considering buying (X)?
- Why do you want to make this change?
- What will this mean to you in the future?
- Something must have caught your interest, what was it?
- What do you like about (X)? What is it that will help finalize your decision?
- Can you imagine owning the product?
- How happy would it make you?
- Is it a question of cost or value?
- Don’t you find it is not the expense, but the quality for the money?
- Let’s put that objection aside for a second. (…Don’t revisit the objection)
Strategy: Use test questions to ensure your presentation is on track.
Throughout the sales cycle, you will want to ensure your product is being accepted. You need to get into the habit of using test questions. This will help ensure you are on track and your product is being accepted. Makes sense, does it not?
- How does that sound?
- Does that make sense?
- Are we on the right track?
- Is that okay?
- Who found that valuable?
- Who wants more?
- What do you think? Can you see any potential problems?
- What are your thoughts?
- Do you like the idea?
- Would that make life easier?
- Could that save you a lot of time and money?
- Did you miss anything?
- Are we making headway?