Today’s selling skills tip is short and sweet but no less powerful as a result. I’m going to share with you one of the most powerful questions I have come across. Are you interested in knowing what it is?
Well it is simply “What has to happen…?” Please note it is not “What do I have to do to..?” That’s a whole different question and assumes that the action required to progress the sale is solely down to the salesperson. This question is much more open and allows for the possibility that the next steps may be down to the buyer!
Here are a couple of examples to get you started.
Imagine that you have been seeing a client a number of times. You have a great relationship with them and you have answered all their concerns but they still haven’t placed an order. Sound familiar?
Well next time you call on them try out this little scenario. Start by summarising what has happened so far in your relationship and then ask them “What has to happen for you to place an order?” Then shut up and wait!
Another way in which this powerful little question can be used in in handling an objection. Imagine that your client has said something like – “Well it all sounds great but your product is more expensive than the competition.” Now try asking them ” So what has to happen for you to be convinced that it offers better value for money?”
I’m sure you can come up with a lot more examples for yourself. But whatever you do, don’t take my word for it. Try out this little beauty and let me know how you get on.