| Our many years of sales training experience - working with top sales professionals - have taught us that peak producers master the process of asking great questions.
Effective - yet rarely used by salespeople - are reflective questions. A reflective question uses a key word or phrase the prospect has just spoken that you'd like them to clarify or elaborate. Repeat the keyword or phrase in the form of a question.
For example, you might ask a prospect, "What do you like least about your current provider?" They answer, "Our current supplier seems indifferent toward us." Your reflective question is simply, "Indifferent?" That allows the prospect to tell you why they're dissatisfied with their current provider. You don't have to bash the competition, your prospect does the bashing.
Or you might ask a prospect, "What have you heard about our company?" The prospect says, "I've heard good things about your company." The reflective question would be, "Good things?" That way you don't have to blow your own horn, the prospect blows it for you. They sell themselves by reminding themselves about what they like about your company.
Reflective questions are a gem. Try it, you'll like it.
Good luck and good selling.
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