It is known that the first responsibility of a seller is the ability to listen. Your prospect or customer has his own reasons to buy your product or service but unless you ask the right questions and listen to his answers, you can not know in advance. And in the current context, how to talk your partner is more important than ever.

The key is to listen to keeping your chance to rebound effectively. Here are five questions to be used today to help you better understand their needs.
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People are not remembered for the few defeats of their lives, but the number of successes. Consider three questions:

• Have you ever experienced a failure?
• Have you ever taken a refusal as a personal affront?
• Have you ever experienced a feeling of anxiety?

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Often the outcome of the sale is concentrated in a few minutes of conversation, so if you want to sell something we should first try to attract the attention of our party and steal his real interests and needs. In fact, when you interact with another person must first understand who you are in front, enter his world and only then can we bring our ideas and make them accept.

The only way we know the reality of another individual in such a short time is to ask him intelligent questions. Avoid then, the long monologues and opt for a conversation “active” participant in making the other party.

The best way to implement this strategy is to impose time limits. For example, impose not to speak for more than 60 seconds without making sure the other person is a participant in the conversation.
But how can you verify the participation of the potential buyer? Simple with the use of questions. ’S use of questions in the sales process is critical, because the way in which a question arises has the ability to influence the response expressed by the customer. In fact, the question can be formulated to elicit information on ‘buyer or to rational or emotional effects arise sull’interlocutore. During the early stages of the conversation you should ask questions that show facts and general information, not to embarrass the other party, to create a rapport and dialogue, and then you can ask deeper questions that require answers more complex and engaging. (more…)

All measurements made so far have all one and the same objectives: to close the deal.

Thus, some steps can be skipped if not needed for closure. The key point is to develop the ability to sense when the client is ready to buy. In fact, this is a special time; the seller should speak as little as possible, because these things could inadvertently blow up the purchase.

From the moment the client is ready, any time will be good to conclude the negotiations, and before we conclude the better.

E ‘should be concluded quickly but without haste. Should remain calm and perform all the steps necessary to formalize the purchase.
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“Growth is the only evidence of life.” By Cardinal Newman

You’ve already got what you need

In the final analysis, I think the secret to Titan success is the knowledge that the power to succeed comes solely from within. Great products and great services by themselves will not guarantee success. The ability to sell and succeed really lies within you.

Success lies in the answers to the questions you ask yourself, and in how you choose to pursue your profession. Success depends on the degree to which you commit yourself to the goals of finding out where people are going, and giving people what they need, the way they want it. If you focus in consistently on those objectives, and give them every ounce of your attention, the doors will open for you– even when times seem tough.
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why do you ask the questions you ask? Most likely, it’s because you were taught to ask questions in order to receive information.

Unfortunately, the majority of us are trained at an early age to ask closed questions and never break the habit.

Whether you have children of your own, or you borrow some, observe how most people speak to children. In many cases, a dialogue with a child can sound something like this:

“Are you having a good day? Do you like soup? Does it hurt? Do you know you could have hurt yourself? Did you do your homework? Are you ready for your test? Do you like school?”

There may be a few open questions interspersed in the mix like, “What is your favorite sport or subject in school?” However, the majority of conversations are 80 percent closed.

Why do we do this to kids? I’m not a child psychologist, but if I were to guess it is because we don’t give children enough credit for their intellect. We fail to stretch children’s minds. In our attempt to love, we don’t want them to feel uncomfortable when they do not know an answer to a question much less understand the question.
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Understanding is one of the least acknowledged fundamentals in selling. If we don’t understand what our prospect means we are likely to shape an inappropriate solution. Try these questions – you might be surprised to discover that your understanding is way-off. These questions also work well when a prospect is very vocal and shooting off in many directions and you need to isolate the core problem and get them to refocus.
• (Repeat your understanding) Does that some up the situation?
• (Repeat your understanding) Have I got that right?
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We all know that prospects’ problems are the starting point for successful selling, but once you discover a problem, where should you take it? Here are a few of my favourite questions for exploring, quantifying and measuring problems.
• Why/how is that an issue?
• What is this costing you?
• Who else is affected by this issue?
• How does that impact the business/ department/ you?
• Why does that matter?
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Is the prospect ready to buy / move on to the next step? Have you covered all the key points? Do any barriers exist towards the deal being done? Use these questions to find out!
• Does that sound fair?
• Does that sound sensible?
• How does that sound?
• What’s your feeling on this right now?
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These are the questions to make the prospect dream and “experience” the benefits of your solution. Enjoy!

• How do you think our service could help you?
• What do you see the payoff of implementing this being?
• How much do you think this could save you/make you/reduce errors/ , etc?
• What differences do you think using our product will make?
• If we can (supply the capabilities they are looking for) what would you do with that? How would that impact the business? What would that mean for you? (more…)