Asking good questions in a sales meeting helps advisors and agents in several ways:
- Provides better understanding of the prospect’s needs, wants, and pain points. This information is crucial in developing a solution that meets the prospect’s requirements.
- Builds rapport and trust: good questions show that the advisor/agent is genuinely interested in the prospect’s needs and is committed to finding a solution that will benefit them. This helps build rapport and trust, which is essential in closing a sale.
- Qualifies the prospect and determines whether the prospect is a good fit for the product or service being sold. This helps the advisor/agent to focus their time and effort on qualified leads, which increases their chances of closing a sale.
- Differentiates from the competition and sets the advisor/agent apart by demonstrating that they are knowledgeable and professional. This makes them stand out in the eyes of the prospect and increases their chances of making a sale.
- Closes the sale: Finally, asking good questions helps the advisor/agent to address any remaining concerns the prospect may have and overcome objections. This sets the stage for closing the sale and reaching a successful outcome.
7 tips for improving your questions
TIP 1: Start with open-ended questions: Ask questions that encourage the prospect to provide more in-depth answers and reveal their needs, wants, and pain points.
TIP 2: Listen actively: Pay attention to the prospect’s answers and use them to ask follow-up questions. Show that you are engaged and interested in what they have to say.
TIP 3: Focus on the prospect’s goals: Ask questions that help you understand the prospect’s goals and how your product or service can help them achieve them.
TIP 4: Use the S.T.A.R technique: Ask questions using the S.T.A.R technique to uncover the Situation, Task, Action, and Result. This can help you understand the context and impact of the prospect’s problems and needs.
TIP 5: Ask for clarification: If you don’t understand something the prospect has said, ask for clarification. This shows that you are paying attention and want to make sure you have a complete understanding of their situation.
TIP 6: Avoid yes/no questions: Yes/no questions can limit the flow of conversation and prevent you from gaining valuable insights. Instead, use questions that encourage the prospect to provide more information.
TIP 7: Ask for the sale: Don’t be afraid to ask for the sale. This can be as simple as asking if the prospect is ready to move forward or if they have any remaining concerns.
Asking good questions takes lots of practice. Practice asking better questions with your team. It may feel silly to roll play asking questions, especially for a seasoned, successful advisor, but nobody is perfect.
Vince Lombardi once said, “Practice does not make perfect. Perfect practice makes perfect.”
THE BOTTOM LINE:
By asking prospects the right questions, you will have a much better understanding of their needs and wants and sets the stage for closing the sale and reaching a successful outcome.