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Techniques To Answer Questions In Sales
Having techniques to answer questions, or not answer questions in order to progress the sale.
Automatically responding to questions is a learned habit. From a young age as human beings we are programmed to respond to questions. Because of this, it often is an instinctual response when asked a question. As such, not answering a question without offending your prospect is an art in itself.
Remember, when asked a question, the first thing to do is to acknowledge the question. If you ever watch a politician, these beasts don’t answer questions and it is frustrating because you know they are hiding the truth.
Thank you, that’s a great question often will be enough in your prospects mind to answer the question. Sometimes they want more.
Techniques to answer questions are
Specifically
What is the concern or fear – Great can you share with me the concern underneath that question.
When asked a question such as what’s different about you and why are you effective?
The first thing to do is to assess if this kind of question is going to move the sale forward or stall it. It’s a shit test question and to answer this then the prospect will lose respect and feel he can dominate you. So to move the sale forward, you need to not answer the question.
The first step is to acknowledge the question such as, “Great question, thank you”.
The next step is to not answer the question such as “I’m just wondering, what is the concern underneath that. What are you wondering. I’m not sure specifically what you wondering?”
You have now taken back control of the sales process and you are guiding your prospect through his fears and concerns. You have actually dug deeper to find out the real concern your prospect has.
Your prospect might respond “Everybody claims they are great and I’m not sure which way to go?” This is a valid concern and now you can address it by following up with the question “Great, so the concern is that we will not produce the results for you? Great, is it ok if we talk about that?”
This will go deeper than the level she asked you to prove yourself to her. You take control of the conversation and you can say “great, can you share with me a few of the concerns and things you’ve been screwed on in the past so we can make sure you are not screwed on. What would you like to make sure happens?”
If it becomes a cock-fight (usually happens with men and not women) then you have to become submissive to answer that question. If they do it too often then they are not a match because the way they are going to work with you in the sales process is the way they are going to work throughout.
Occasionally someone will have a high importance for a question to be answered. You can ask them if that is normally how they engage with vendors. If they go like what, you say like a dickhead. You can be this direct if done with love.
Every single question they ask you can redirect and have them feel its absolved and heard. Anything you answer anyway is just to destroy the sale. As soon as you are answering the question the person has control of the frame.
It’s not answering the questions with the intention of moving the conversation forward. You have to or else they will have the experience of you avoiding the questions. You’re not avoiding the questions, you’re ultimately holding a bigger framework which is what you want to lead them where they want to go.
Find out some more examples of techniques to answer questions.
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