If you want to get really good answers, you need to ask really good questions. What I’m going to show you today is maybe the best question in sales. It’s a fantastic question you should ask when presenting to a prospective client or customer. A question that will help you massively increase your conversion rate.
Here it is. Just before you finish speaking with a new prospect, ask them the following.
“Are there any questions you would like me to have asked you?”
Usually, small business owners would ask the prospect if there’s anything else they’d like to know or if they have any questions. If the prospect was not particularly motivated to hire them or buy from them, they’ll usually just say ‘no’, as a way to wind the meeting down.
At that point, the small business owner would have lost the sale.
However, when you ask, “Are there any questions you would like me to have asked you?”, their focus shifts. And you open a door.
Prospects who were not particularly motivated to hire you or buy from you, will now use your question as an invitation to tell you what their issue is. This is especially the case if they were unhappy with something important to them, which you missed. As long as you provide a good enough answer, (which starts with you thanking them for such a great question), you’ll win that prospect over.
Obviously, this idea will work better with some prospects, some situations and in some industries, than others.
But I have seen enough examples over the years, both personally and from clients and associates, to confirm it is extremely effective at turning a lost contract or sale into a done deal. Give it a try and see just how many additional sales you make.