Questions Are The Key To Effective Sales

Our natural reaction, when we are asked a question, is to think of the answer. While it is possible to be asked a question and to not think of the answer, it generally takes some planning and an act of willpower to do so. Even then, our conditioning often takes over and supplants our intentions.

For example, decide, right now, not to think of the answer to this question. I’m going to ask you a question, but I want you to not think of the answer. Ready? How old are you?

Don’t think of the answer!

If you are like most people, by this point the answer has crept into your mind and oozed out into your consciousness.

That’s the ultimate power of a question. When someone asks a question, you think of the answer. The question that I asked was relatively trivial. Imagine, however, the power of a more significant question, or better yet, a series of significant questions, to direct and influence the thinking of your customers. Are you beginning to gain a sense of the tremendous power of a question?

Here’s an example of how this operates in a practical selling situation: You’ve just made a proposal or a presentation of your solution. You ask the customer, “What do you not like about my product?” That’s a terrible question. What is the customer going to think about as a result of your question? All the faults he can find with your product.

On the other hand, you could influence the customer to think much more positively about your product by asking this question: “In what ways do you see yourself (or your company) benefiting from this product?”

I’d much prefer to have the customer think about the answer to the second question, rather than the first question. In this scenario, it was your question that influenced the direction of the customer’s thinking. That’s the ultimate power of a good sales question.

The power of a question to direct thinking applies just as powerfully to you. When you ask yourself questions, you direct, influence and energize your own thinking.

My work with questions has led me to conclude that the question is your most powerful thinking device, shaping and prompting excellent analysis, great prioritizing, powerful creativity, and excellent plans.

Your ability to think well depends on the language in the questions that you ask yourself.

Here’s an example. At one time, I sold for a distributor of hospital supplies. I was instructed by my manager to make sure that I always had something to present to every customer on whom I called. I thought he probably knew what he was doing, and I followed his direction. Every time that I mentioned a product line that I carried, or handed over a piece of literature, or provided a sample, or demonstrated a product, I’d call that a "sales presentation.” Thus, I was prepared to make a sales presentation on every sales call. At some point along the way, I thought that if I could increase the quantity of sales presentation that I made, I could probably correspondingly increase the number of opportunities that I uncovered, and thus, eventually, the volume of my sales. So, I asked myself this question: “ How can I double the quantity of sales presentations I make in my territory?”

The answer to the question was obvious: Take two things with me on every sales call. While the answer was obvious, it took me asking the right question to uncover that answer and the resulting strategy. I determined to do just that, and saw my sales increase dramatically.

Some time later, I asked myself a similar question: “How can I increase the quantity of sales presentations I make in my territory?” Again, the answer was obvious: Take more than two!

Once again, the answer was obvious. It was laying there for everyone to see. But it took the right question to uncover it. It wasn’t until I asked the right question that I discovered the resulting strategy.

So, again, I implemented that strategy and saw my sales increase again.

Some time later, I asked myself a different question: “How can I cause the quantity of sales presentations in my territory to be increased?”

Notice the difference in the language of the question. Now, it wasn’t just about me. Since I asked the question in a different way, it led me to a different answer, and a different strategy.

The answer to the most recent question? I could influence some of the manufacturer’s representatives who sold the lines that I carried to work on my behalf in my territory. If one of them made a product presentation in my territory, it would have the same impact as if I had made it myself. So, I determined to identify and then work with a core group of manufacturer’s reps, with whom my company had exclusive relationships, and who I determined to be competent, honest and reliable sales reps.

The eventual outcome of this strategy? I did five times the volume of the average rep in that field.

Notice the sequence of events. Let’s start at the end. I did huge volumes of business – five times the amount of the ordinary sales rep. One of the reasons I did that kind of volume was that I created more opportunities than any one else. One of the reasons I generated more opportunities was my routine of working closely with a core group of manufacturer’s reps, and thoroughly preparing to show several items to every prospect or customer in every sales call. The reason I implemented those strategies was that I arrived at the obvious answer to some questions I asked myself.

What was the stimulus that created this whole sequence of events? The questions I asked myself.

If there is only one practice within the scope of the professional sales person upon which you can focus, let it be to gain mastery in asking better questions.

Dave Kahle is one of the world's leading sales authorities. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine, His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as "one of the five best English language business books.” Check out his latest book, The Heart of a Christian Sales Person.”