Closing Sales: How To Probe Without Questioning
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This is article nine of our 20-article series on Closing Sales and Becoming an All-Star Sales Person. Today, we'll continue with our discussion of probing.
Previously, we stated that there are four different ways to ask questions. These are: open ended, closed-ended, I'm wondering and the question mark question. In this article, we will talk more about "I'm wondering".
I'm wondering can be used for either an unlimited response as in an open-ended question or to get a brief direct response as in a closed-ended question.
"I'm wondering" is actually a statement but it is perceived as a question. For example, if you want to get an unlimited response, you might ask, "I'm wondering what your thoughts are about the new healthcare laws that are being considered?" On the other hand, you can use I'm wondering for a limited, more direct response, you could say, "I'm wondering if you've thought about the new healthcare laws that are being considered?" This will lead you to receive either a "yes" or a "no" for a response.
Of course, you don't want your prospect to feel as if you are asking one question after another. So using "I'm wondering" instead of asking open or closed-ended questions will get you answers without seeming to be asking questions. It is also an effective way to develop more interesting conversations.
In reading this, you have learned another useful tool for probing your prospects and will have a better conversation the next time you are meeting with someone. You will have better conversations with people you know professionally or personally.
If you have received value from reading this article and would like to read others about different aspects of the sales process, just visit my blog at www.stanleyfidel.blog. There are 20 there.
If you enjoy watching videos, I have created 20 free videos about closing sales and becoming an extraordinary sales person. Simply go to my website www.stanleyfidel.com/free and I will send you a link to the entire series right away. It's absolutely free. Goodbye and good selling.
Article Source: Articlelogy.com
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