Asking questions and listening to the buyer's needs are two fundamental and critical selling skills.
Both aspects are important.
You need to ask the right questions and listen to the answers.
This process is the single best investment of your time.
Follow steps that are similar to troubleshooting.
Do not lead with selling a product; begin by asking, "What are the problems you're experiencing?"You wouldn't tell a Customer how to correct an email issue before you know what is wrong with the email.
When you ask, you often get the solution, not the actual problem.
"I need people to be able to get to my site.
"This is an answer to the problem not the problem itself.
Instead ask questions to find out why people are not able to get to his site.
Find out as much about the problem as you can to develop a customized solution.
What have they already tried to solve the problem? Expand your questions to uncover all the factors that may be causing this issue.
It's also important to find out what the Customer has tried in the past.
This way you can point out how your solutions are different.
Get to the root of the problem to determine the correct solution or a range of options that work within the Customer's budget.
When probing, keep in mind that the purpose is to uncover as much information about the needs of the Customer as possible.
You want to present a solution that addresses the complete problem.
Many of us do not ask probing questions at all.
Be sure to identify an all-inclusive solution that meets all of your Customer's needs.
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