7 Hard Questions You’re Not Asking Your Customers
Part of an effective and successful selling process is being inquisitive. Are you and your team asking the hard questions because hard questions close deals.
When Grant started his first business at the age of 29, he anticipated that it would take him about three months to get the income he previously had. But it wound up taking about three years. By the time Grant was three months in, he’d nearly quit and not because of the money. It was because of the amount of resistance and disappointment he way experiencing. It left him feeling lost…
Looking back now, Grant says he wasn’t asking the right questions,
I wasn’t taking enough risks, and I wasn’t closing as many sales as I wanted because I didn’t have the right answers because I wasn’t asking hard questions…“
but now he does and we’re going to be sharing some with you.
Extreme success, by definition, lies beyond the realm of normal action.
You have to get uncomfortable and ask hard questions in order to “hit that vein” and get the customer to have a realization and make a decision right there and then. When it comes to selling there is a proven process Grant’s created that will generate results and you can find it in Cardone University.
Along with a solid strategy, the right plan and the right questions, your business can significantly increase to 10X levels.
Here are 7 hard questions your team needs to ask your customers:
- Why haven’t you done this already?
- Have you ever done something like this before?
- What’s your real concern?
- If I resolve all your concerns would you make a decision to buy?
- If I handle everything, are you in a position to make the decision?
- Other than yourself who needs to be involved?
- How can you justify investing this much money?
[ACTION IDEA #1: Take all 7 and look at where in your sales process you can use these questions. And then rewrite them to fit your product, service, and style. Some of these questions could become trial closes, other discovery questions, closing questions and follow up questions. How you will you use them will however will be secondary to whether or not you actually USE them.]
Example of where to deploy a hard question:
Would it be completely ridiculous if you asked a prospect, “Why haven’t you done this already” at the beginning? Client comes in, says I’m looking for the Widget XP9 and you say, “Absolutely, we have a great selection of XP9s, follow me and I’ll show you… by the way, just curious, how come you don’t have one already?”
In Cardone University you will get access to new tactics and proven tools that will help you and your team generate leads, get past gatekeepers, master objections, and control the conversation in order to close every deal.
Our Sales Process training will show you how to create a sales process that delivers a great customer experience while closing more sales at higher profits. The sales training in this course offers a blended learning approach. Meaning a consultation from your in-house training facilitator to help you design your perfect sales process and then follow that up with a plan to implement it.
Asking questions is always a good look. For more information about our brand new coaching program visit CardoneSolutions.com/coaching, email firstname.lastname@example.org or call 310-777-0352. And be great because nothing else pays!