Ask Questions to Get the Sale

By Kevin Nunley
Posted Saturday, September 4, 2004

A friend of mine is an excellent sales person. Even though he has a management job, the company finds reasons to keep him in the field talking with prospects and customers. His close rate is around 80 to 90 percent.

"What is your trick for always getting the sale?" I asked.

Ted smiled and said, "I just ask questions." He told about starting as an insurance salesman years ago.

"My career was going nowhere. I tried this close, that close, and nothing seemed to work." Finally Ted threw up his hands and just started talking with people.

"I would ask them questions. When I found something they were interested in, I would ask more questions about that," Ted said.

Eventually, when he had figured out precisely what the customer was most concerned about, he offered his product and service as the solution to their problem.

"People love to talk about themselves. Keep asking questions and you will get the sale. It's really that simple," Ted said. (See Ted's site at (http://www.mediarage.com/))

About the Author
Kevin Nunley provides marketing advice and copy writing for businesses and organizations. Read all his money-saving marketing tips at (http://DrNunley.com/). Reach him at kevin@drnunley.com or (801)253-4536.