When we refer to a sales interview with potential buyers, we all know what we are talking about. Something very different is to "lead" them, achieving a subtle balance that allows their active participation, inducing them to think about what we want them to think and arrive at a successful conclusion along the logical path that will provide satisfactions or effective solutions.
This analysis is valid both for interviews on a visitor basis, in a sales location as well as in a telephone communication for the same purpose.
From the definition of The Professional Sale, it appears that the interview is an inductive process in which the seller makes his prospect (or potential client) go through each and every one of the 5 stages of the sale. Sales induction is only effective when, with the active participation and interaction of the interviewee, it is achieved that:
• Grant us the interview for the interest that we have awakened
• Recognize that you have needs or problems related to what we offer
• Accept that the benefits that arise from our offer, satisfy or resolve what was previously recognized, through our arguments
• Awaken your desire to become owner or user to enjoy it
• Make and execute the purchase decision.
To make this happen, there is a totally natural resource, which, no matter how often we use it, needs to be studied in depth to obtain its maximum effectiveness. We are referring to the application of questioning techniques, which becomes an art with its exercise and improvement, very necessary to lead each interview in all its stages and successfully.
Why are they so effective?
To answer this, let's reflect on the following logical aspects that are corroborated in the facts when we apply them. By asking a question, we appeal to a very natural reaction in every socialized human being. By formulating it, we get the recipient to stop attending to other aspects to focus on our question and process it as follows:
• Analyze the "sense" in which it is formulated
• Decipher the "content" of the question
• Prepare the answer
• Answer it verbally and gesturally
Check it out personally.
In all social gatherings, the person who leads a conversation asks questions in a logical and natural way to his interlocutors along the path that he or she is interested in, and he / she gets answers from his / her motivated interlocutor and answers them.
This not only gets your attention, but also your concentration and stimulation to continue within the topic that you have raised with your questions. Then check it out for yourself - every time you ask questions, you'll get answers.
The key is to ask the appropriate questions and in the correct way to obtain the effects and results that are sought with the answers that we obtain with your application.
In sales, professionals know that only by mastering the Question Techniques can they achieve success in their management.
By applying them efficiently and naturally, they are able to effectively induce their prospects on the path that will lead them to a closure with complete satisfaction because the new client has analyzed all the aspects that lead them to achieve such condition.
© Copyright 2008, by Martín E. Heller
