5 Questioning Techniques to Help You Close More Sales

Do you want to close more sales?

Well if you do, you will know it’s all about selling, and that selling is about asking questions — questions that help you uncover needs and desires that motivate a client to invest in a product or service. Unless you ask the right questions, you will not be able to uncover those needs and desires and present your product or service as a solution to them. Therefore, as a lead generation company,we can safely say that success in sales depends on your ability to ask the right questions.

Asking the right questions in B2B sales is an art

As we are a telemarketing company, we need to know the needs of the businesses that we speak to, so we have put together a list of 5 different sales questioning techniques that you can use to improve your questioning and selling skills.

Probing Questioning

Probing is a critical sales questioning technique that not only helps you uncover the purchasing motivations of the client, but can also prove to be essentially useful in overcoming the sales objections. Probing questions probe the client in order to extract more information from them. For example, if a client turns down your offer saying that they are looking for a better price, you may consider probing them in order to understand what they mean by ‘better price’.

Rhetorical Questioning

Rhetorical questions work best where you believe that a direct question will sound offensive or informal. These questions are not exactly questions, but the client perceives them as questions, and as a result, provides you the information you are looking for. For example, when you need to determine the purchasing objectives of a client, you may consider asking them ‘This product will offer you a good return on investment, which is what you are looking for, right?’

Leading Questioning

This type of sales questioning technique helps clients gain a better understanding of your product or service. This is particularly useful for you to use with clients who seem disinterested in your product, and as a result, don’t ask questions regarding the benefits of your offering. For example, “You do understand that our solutions help you save energy and deliver a high return on investment in the long-run, don’t you?”

Focused Questioning

Also known as ‘funnel’ questions, focus questions help you narrow down your focus on specific areas of concern. This technique involves the use of a chain of questions, each of which asks more and more details from the customer.

For example, if you are selling a record management solution, you may start by asking your client whether they are using a manual or a digital record management system. Once you have determined that they are using digital record management solution, you may consider asking the name of the product they are using. Then, you move further by asking the problems they might be facing and presenting your product as a solution to those problems.

Hypothetical Questioning

Hypothetical questions or ‘what, if’ questions help your clients visualise the circumstances their business might experience in the future. These questions get your prospect thinking about the possible situations and make them realise that your product may prove to be valuable to them in future.

Remember that effective B2B sales questioning requires experience and skills. Therefore, it’s recommended that you work with an experienced B2B sales and telemarketing company that can help you achieve your sales goals.