| Are you familiar with involvement questions and | | | | will help you to identify what's really happening |
| how to use them? If not, you should be. They | | | | under the surface, allowing you to creatively |
| are one of the most powerful sales success | | | | construct the perfect offer. That's almost |
| secrets. When you've mastered their use, you'll | | | | impossible to do when you don't have a sense of |
| be capable of generating a substantial increase in | | | | what's really going on in the minds of your |
| your sales. Let's start with a completely | | | | prospects. "Why are you interested in our product |
| non-controversial observation. Your top objective | | | | service?" That's a perfect example. It's not a |
| as a salesperson is to discover what your | | | | simple yes/no question, it opens the door to real |
| prospects' needs are and to find a way to fill | | | | communication and compels the prospect to |
| them. That's not a new, unique or earth-shattering | | | | provide you with real clues about his or her goals |
| statement. It's not what one would call a | | | | and needs. |
| "paradigm shifter". It's basic stuff. | | | | One of the most powerful success secrets in the |
| What doesn't seem quite as basic to some in the | | | | field of sales is the ability to ask the right question. |
| world of sales is how that observation needs to | | | | If you're getting your prospects to open up and |
| govern the salesperson's behavior. Sales pros | | | | to provide meaningful information, you're |
| realize that they're supposed to be finding and | | | | well-positioned to close a deal. If you're not asking |
| filling needs, but they don't really make much of | | | | the right questions, you're not getting the kind of |
| an effort to do so. | | | | perspective you need to really "get" your |
| That's where the success secrets we call | | | | prospect and how to treat him or her. |
| involvement questions enter the picture. These | | | | Try it out. It works. Today, make a point of |
| are the queries you can direct at a prospect that | | | | asking some savvy questions of your prospects. |
| will naturally lead them to give you the kind of | | | | Mine them for information that will help you |
| information you need to better recognize their | | | | devise the very best possible way to help them. |
| needs and to assess how to satisfy them. | | | | As a sales professional, that's your job, right? The |
| The idea is to ask questions that will elicit a truly | | | | right questions will help you do that job like a true |
| informative response. Good involvement questions | | | | champion. |