6 Questions to Improve Your Sales Conversations
Sales are often lost because of misunderstandings between clients and salespeople, misinterpretations of clients’ words or behaviors by salespeople, or a lack of awareness on the part of sales staff about what is happening for clients.
When salespeople demonstrate a keen interest in what clients say and mean, salespeople can alleviate this problem.
Salespeople can do this easily by reflecting on the various ways to interpret what they and/or their clients did, said or asked. By thinking about the various ways to interpret salespeople’s and their clients’ actions and inactions, salespeople increase their awareness of what they can do to more effectively help clients with their buying decisions.
When salespeople use this kind of approach of looking at the possible interpretations that ultimately leads to better communication, they increase their likelihood of selling more.
For example, if a client is saying a particular product is expensive, the salesperson might reflect on what happened by asking herself:
- What specifically did the client say to give me the impression he thought it was expensive?
- What else could the client have meant when he said that?
- Was it a polite way of saying “I’m not interested”?
- Was it a demonstration that he didn’t understand the value of the product?
- What it his subtle way to mention he doesn’t have the money in his budget right now?
- Was it his way of giving himself some time to talk to some other, unbiased person, such as a spouse, colleague, boss or partner?
Notice how the different possible interpretations would then take sales conversation in different directions.
Once salespeople recognize that clients mean different things by the same behavior, salespeople can take their sales conversations to the next level by asking questions to clarify what the clients meant and then adjusting their conversations accordingly. This way, salespeople’s sales conversations become more effective, productive and conducive to sales.