The art of asking probing questions.
You've got to open them before you can close them
Happy Tuesday everyone,
Today, we delve into a crucial aspect of the sales process: the art of asking deep, probing questions. While it may seem straightforward, this skill plays a pivotal role in uncovering the true needs and desires of our customers.
Why is this so important, you might wonder? Well, consider this: Many customers have hidden needs or desires that they may not even be fully aware of themselves.
Most often, customers think they know what they want, but actually need something totally different.
By asking insightful questions, we can peel back the layers of uncertainty and reveal the core motivations that drive their decision-making process.
Let's compare this with the alternative: not probing. Without probing questions, we risk skimming the surface of our customers' needs, potentially missing out on valuable insights that could inform our sales approach. Instead of uncovering the root causes of their challenges or aspirations, we may find ourselves operating on assumptions or incomplete information.
In general, if you find yourself asking questions that can be answered in some form of “YES” or “NO”….. you have asked too shallow of a question.
For instance, when selling a home security system, asking a superficial question like "Do you want to feel safer?" may elicit a simple "yes" or "no" response. On the other hand, Asking something like “Can you tell me about any security concerns you’ve recently had?” allows you to delve deeper and gain a more nuanced understanding of their needs and tailor our solution accordingly.
Similarly, when pitching a software solution to a CEO, asking a basic question like "Are you looking for ways to increase efficiency?" may yield a generic "of course," leaving us with little actionable insight. However, probing further with questions about their team's workflow challenges, such as bottlenecks or frustrations with existing solutions, enables us to identify specific pain points and position our product as a valuable solution.
By asking deep, probing questions, we demonstrate our commitment to understanding our customers' needs and goals.
It's not merely about selling a product or service; it's about providing tailored solutions that address the customers unique challenges and aspirations.
Probing questions also allows us to build rapport and establish trust with our customers. When we take the time to listen attentively and delve into their concerns, we show them that their needs are our top priority. This fosters a sense of partnership and collaboration, paving the way for long-term relationships built on mutual respect and understanding.
Imagine going to the doctor saying "I want shoulder surgery because my arm hurts". The doctor doesn't just sign you up and start operating. They ask "why you think you need surgery? What are your goals? Talk to me about your physical capabilities? How will you pay for it?". They know your shoulder hurts…. but they are trying to uncover the best way to help you based on their professionalism.
Sales is no different.
Have a deep conversation with your customer about their problems, come up with a plan together to solve those problems and take action in their best interest. If you always do the right thing, its hard to lose over the long haul.
Until next week, happy selling my friends.