If somebody tells you something, a fact or something like that, or tells you what you need to be doing, often times we don’t always believe it, right?
That’s because somebody else is telling us and we’re not necessarily going to believe everything people tell us. Or we say to ourselves, “Ah, I’m not quite sure, maybe I need to do a little research.” However if we come up with the idea on our own and we express that idea, of course we believe it – why would we not believe ourselves?
So that is the philosophy behind question-based selling. When you start to ask particular questions in a particular order to get that prospect to come up with the idea that they actually need your service.
So what are some of those questions?
“What are some of the challenges that you’re facing in your business right now?:
“Tell me what you’ve done to solve those challenges”
Those are really great thought-provoking questions that lead that prospect into knowing what they need to do, which is to hire you or to buy your product or your service. Question-based selling always, always works.
Now imagine this. You’re selling life insurance but having a hard time getting young people to see the value in having a life insurance policy. You could start with “I’m sure you’ve seen a lot of GoFundMe pages about people that have died and then can’t afford the funeral expense?”
“How much do you think an average funeral might cost?”
Now you have your prospect thinking about funeral costs and that they may be a burden to their family if they were to die unexpectedly.
Then follow up with, “Do you have a plan in place to make sure at least your funeral is paid for in case you die in an accident?”
“What do you think a policy like that would cost?”
And now you’re getting to the emotional need for getting life insurance even if you are speaking to a young person.
In the sales process think about those questions, those questions that are going to lead the prospect to telling you what they need to know about your product and your service.
Does this seem like something you can implement in your business? Please post a comment below, I’d love to hear from you.
These blog posts are based on my IMPACT Sales System designed to double your sales in 90 days. If you’d like to speak with me personally on how to create an Impact in your business please schedule a free consulting call here: www.TomJackobs.com/strategy
