It Pays to Dig Deeper

Top-performing salespeople first ask questions that allow the customer to elaborate on their needs, and then demonstrate their listening skills by asking appropriate open-ended follow-up questions.

But by digging a little deeper and asking more probing follow-up questions, you stand a better chance of gaining crucial information you might not otherwise have obtained. Information gleaned by digging deeper may be used to great advantage.

  • By asking intelligent follow-up questions you show the client you are truly interested in them, and that you are listening. This will help you develop a better relationship with the client and allow you to gain his trust.
     
  • You can use the information they share in response to your probing follow-up questions to better explain how the product or service that you are selling can more specifically meet the customer’s needs.
     
  • Take the time to listen, well into the conversation. The customer’s real needs, hurts, and wants don’t often surface until you’ve demonstrated genuine interest in what their thoughts and goals are.
     
  • You may have to throw out their initial comments, as they rarely actually state the need they are really looking to fill.
     
  • If you expect to base your price-value relationship on what you first hear, you’ll never come close to achieving your maximum price point.
     
  • The information you learn by digging deeper will help your future calls with that client immeasurably by providing you with a meaningful place to begin your next conversation.

Top-performing salespeople will always ask really good questions, ones that get customers talking. This allows both the customer and the salesperson to see, feel, and understand what their true needs are. When salespersons can experience this across multiple customers, they will begin to develop the assurance they need to be able to confidently convey the maximum price point their company expects them to receive.