Believe it or not, closing sales is simply a matter of asking the right questions. If you don’t ask the right questions, you won’t uncover the needs of your prospects… and what your prospect actually wants! And, if you don’t uncover what the prospects needs and wants, you won’t understand what problems to solve for them.
Unfortunately, most agents spend most of their time during sales appointments giving a lecture about their products and services and how great they are. If you are using that presentation/sales style…
…it is costing you a lot of sales!
The much more effective approach is to ask questions that draw your prospect out. When you ask the right questions in the right way, you can end up getting your prospects to do all the selling for you! At the very least, if you really listen, you’ll learn a lot about what the prospect wants from your product and /or service – which means you can laser-focus your presentation on just those points that will sell most effectively.
Asking your prospect, a series of open-ended questions during your presentation serves three important purposes.
First, it helps you to confirm whether or not the prospect is a good fit for your product or service.
Second, it helps you to identify their hot-button benefits, which in turn allows you to fine-tune your presentation.
And third, by getting them to talk about various benefits and what they think about them, you sneak the information past the prospect’s “salesperson filter.”
Take the next step and download our free report now! How To Close ‘9 Out Of 10’™ Sales By Asking The ‘Right’ Questions! and learn a skill to make this business really fun and easy!
Jeremy Nason, RFC is the co-founder of the Insurance Pro Shop™ -“The first affordable, full-service insurance marketing and sales resource center for today’s Financial Pro, and Found Money Management™, a system dedicated to helping Middle-Income Families to ‘Live Debt Free and Truly Wealthy!’ For more articles visit his blog!