Using The Question Mark Question In Closing Sales
This is article 10 in my 20-article series regarding closing sales and becoming an extraordinary sales person.
This article is the last of our discussion regarding asking questions. In the previous articles we talked about open-ended, closed-ended questions, and I’m wondering. Today we’re going to review the question mark question. You use the question mark question to guide the other person to go more deeply into a comment that he just made. You repeat the key phrase as a question by adding a questioning tone to your voice.
Repeat the key phrase? Yes. That is an example. You draw attention to what you want to know simply by using a questioning tone of voice. It is especially well used when your prospect says something that relates to a problem, a need or a solution that you are capable of providing.
Let’s look at another example. If, for example, your prospect says “I have no need for a financial adviser. I handle it myself.” Let’s pretend that you suspect there may be a problem or a need because your prospect is doing it by himself. You may then respond, “Handle it yourself?” Your tone encourages him to elaborate upon what he just said. This, in turn, allows you to ask, “Do you know how much time it takes you to do all the research necessary to manage your financial affairs? Your last question opens the door to finding some reasons why your prospect should listen some more.
The major use of question mark questions is drawing attention to what you want to discuss in greater detail. These are primarily potential problems, needs and solutions. It is especially effective when you are speaking to someone who has a tendency to ramble. This tool helps you focus his attention on the important things.
This fourth questioning technique allows you to ask questions that help you delve deeper into your prospect’s mindset. When you use this principle professionally or personally you will have better conversations with everyone you know.
If you have enjoyed reading this article and would like to read others on various aspects of the sales process, visit my blog www.stanleyfidel.com/blog. You will find 20 articles there.
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