Giving your customer exactly what they want is the only way to land a sale. You also know, the only way to find out exactly what they want is by asking. There are certain questions you have to ask in order to get the answers you want. After asking a question you NEVER want to interrupt; shut up; let them fully answer what you asked. Then ask them why that is important to them. Do not go on until you have the answer.

First off, you need to ask the general question: “What exactly are you looking for?” You need to ask this question no matter what kind of products you are selling. You may want to ask: “What would you like to get out of a product like this?” You want them to answer this question first because this way you can focus on the details of your product or products that will fit their needs. Make sure to listen to exactly what they want and do not go off the topic of what they asked for. Repeat back what they said for clarification; “So you’re saying ……..” This way the customer will realize you did listen to them and will be open to tell you exactly what they are thinking because they know you will listen and care. This will make it easier for you to get the answers you want.

What kind of people do you enjoy working with the most? I’m pretty sure you thought of the ones that feel open to you. The people that tell you exactly what they are thinking. When this happens the sale generally goes through smoother and faster. This makes your job one hundred times easier, right?

Asking the right questions to your clients will earn you sales and save you time. You know the more consumers you deal with the more sales you will make. So ask the right questions. Get your customers to tell you exactly what they want.

Go Get ‘Em!