Top Questions For A Business Owner To Ask When They Want Increased Sales!2 min read

Top Questions For A Business Owner To Ask When They Want Increased Sales!2 min read

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Top Questions For A Business Owner To Ask When They Want Increased Sales!To start, we need to clear up one myth. Sales is NOT only about talking! It is more about listening. If you know that, then you are off to a better start than most.  Active listening can help you achieve an advantage over those who believe that sales is about talking non-stop.Do not worry; it is easier than you think. You simply need to know the right questions to ask. Below is a series of questions to help you prepare your mind so that you can sell more. This is the ‘strategy’ behind your thoughts that will assist you in closing the most lucrative deals.
First Question-Do you want fries with that?
Hamburgers are rarely ordered without a side of fries, they go together, right?
This question is a covert attempt at up-selling. The person taking your order is offering what most perceive as a perfect pairing. An additional product or service that works to compliment the initial buy, without stating it is all part of your marketing plan. Asking the question causes the buyer to think and be tempted. Suddenly they feel they can’t buy the initial product without having the second product as a compliment.
Up-selling is an art. Remember this, it should always:
• be related to and compliment the original offer;
• be viewed as invaluable to the customer;
• be (just about) impossible to turn down.
Use the Rule of 25. The up-sell product should not add more than 25% overall value to the initial purchase. Consider using a “people who bought this also bought…” type of strategy.
Second Question-How about now?
Important things to remember about sales is that timing is everything, and locking down the sale, while at the table, is what you must do.
Competition continues to grow in almost every market. Your potential customer will shop around. Don’t let them go anywhere else. In the process ask “why not now?”
Place pressure on them to buy now. When you have had a positive interaction you can take some control and close the deal.
Third Question-Will you recommend me, this service, or this product?
We have to earn recommendations and referrals. They do not come automatically. So be bold and ask – would you refer me? How about this product/service; would you refer it? Why? What would you say? When they say yes, get the details regarding who they will refer to you. Follow up and close an additional sale.
Fourth Question-How about bundling it up?
Cell phone carriers are great at using this strategy.  With a bundle, the consumer spends more money than if they had bought ‘a la carte’. People perceive that a bundled product gets them more for their money. Although this is not always the case if you run the numbers. Bundling is a great tool to close the deal and boost your profits.
When bundling you may consider cross-promotional packages with other companies or even your competition. This will increase your market reach and opens your services or products up to a wider audience. Another idea is to create custom made products that only compliment your existing inventory, in order to offer something unique.

 

By Simons Bitzer



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