In Dale Carnegie’s book “How to Win Friends and Influence People” I first heard that God gave us two ears and only one mouth to remind us to listen twice as much as we speak. New salespeople like to jump right in and tell the prospective customer all about a product or service.
However, a good salesman lets the customer do most of the talking. Here are a few question starters to get your prospect talking. “I’m with ABC company where {tag line here}. Do you mind if I ask you a few questions to see if you are a good fit for our {product or service}?”
What do you look for…
What have you found…
What has been your experience…
How do you determine…
What is the deciding factor…
What makes/made you choose…
What do you like about…
What would you change…
What do your competitors do about…
How do your customers react to…
Letting your prospective customer become more involved in the discussion will provide you all the triggers you will need to make an effective close.
