Selling words and probing questions
I would like to share with you the 12 most powerful, convincing, closing words in the English language. It is a great idea to weave them into your presentation:
- Discovery
- Easy
- Guarantee
- Healthy
- Love
- Money
- New
- Proven
- Results
- Safety
- Save
- You
These words are the most pleasing to the ear and again if you can work them into your sales presentations they will resonate well with the prospect.
The other thing that I wanted to share with you are the most powerful sales questions that you can ask are probing questions, questions that cannot be answered by a yes or no answer. When in front of a prospect, try to plan your questions ahead of time and again ask questions that will generate a response. Some examples of good probing questions are:
- What kinds of things are you looking for?
- Tell me more about ……
- What do you mean, can you elaborate?
- Why is that important to you?
- What are some of the obstacles that you face?
- How has that been working for you?
- What is driving the need for…
- Tell me more about why this is an issue
- What are the challenges that you are experiencing
Plan ahead and try to go into a prospect meeting with your questions prepared, however, you also need to be ready to improvise if the need arises and you have to go a different direction based on what the customer is telling you.
Happy Probing! Thanks for visiting The Sales Plan, be sure to subscribe to receive automatic updates.
