The Unasked Question to Convert More Sales

With the goal to convert more sales, open ended questions to closed ended questions have become the arrows in the professional salesperson’s quiver. There are many good open ended questions as well as some not so good ones.  By the way, did you know more and more decision makers can tell by the questions being asked the type of sales training the salesperson has encountered?

convert-more-salesFor me, the best question to convert more sales than any other question is one I learned from Tammy Kohl before she became president of Resource Associates Corporation.  The simplicity of this open ended question is incredible.

Where do we go from here?

This question is the last question that I ask after our fact finding, sales meeting.  In many instances, this question happens on the first sales call because through my marketing efforts, the sales lead has indeed made 40 to 60% of the buying decision.

Of course, before you can ask this question, you must earn the right to ask this question.  What that means is you have:

  • Demonstrated your knowledge of the business
  • Shared your knowledge about industry trends
  • Developed a relationship (this may take more than one meeting)
  • Answered all objections forthrightly without hesitation
  • Decided you wanted this business or professional as a client

In working with my executive coaching clients who want to convert more sales, I have found this question to be often unasked.

conver-more-salesThe other disconnect I have found when looking to convert more sales is silence.  Salespeople in their eagerness to earn the sale still have not learned when to shut up and let the silence do the selling.

  • Silence is powerful.
  • Silence allow the sales lead to have the time to process what has been shared.
  • Silence demonstrates your own self confidence because silence is awkward for many people.
  • Silence works to your advantage as a top performing salesperson.

For me after I ask my final question of “Where do we go from here?,” I remain silent. This silence may extend up to 5 minutes and sometimes even 10 minutes.  The longer the silence, the greater likelihood of another opportunity to convert more sales.

The next time you have finished the steps in the selling phase of your sales process, then employ this question. Remain silent and learn that silence is not only golden, but green.

* * * * * * * * * *

Leanne Hoagland-Smith supports forward thinking leaders in bridging the gaps between today’s results and tomorrow’s goals in the key areas of strategic growth, people development and process improvement. She speaks and writes specifically to high performance sales people who require a tailored executive coaching solution and to small businesses under 50 employees whose challenges are more unique and resources more limited. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn.


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