Selling products has a lot in common with playing chess. Skilful players predict what will happen next. Most salespeople ask a question without giving too much thought to the next steps. Inc.com published a few tips on how to be inspired by chess players.
1) Prepare your questions in advance
Creating a list of possible questions in advance will help you to react in concrete situations. Start with questions for the next sales appointment. Think about what you need to learn. This may be information about customer goals, deadlines or the people involved. Write these points down and prepare a question for every point. If a particular question works well for you, make a note of it for future use.
2) Ask multiple follow-up questions
When you ask a question and receive an answer, continue by asking follow-up questions. From these you will obtain the best responses. You can use such questions as How did it happen?, How does that impact your business?, When did that happen?, What else?, How much does that increase your costs?
Once you get used to asking these questions, your sales will improve.
3) Listen carefully to the answers
As the customer is answering, concentrate on what (s)he is saying. Do not think about what you are going to say next. Do not be distracted; your questions have already been prepared. As the buyer responds, apply your knowledge and experience to understand what (s)he is telling you on multiple levels. You came to the meeting with some objectives; so did the customer. Listening and analysing answers will help you to find out the customer´s objectives.
Imagine that a buyer questions you about the price. It may be an indication that the customer is ready to buy or (s)he may just be testing you. Or (s)he wants to avoid a future meeting. Finding out the real reason is not easy; you have to use your experience. Do not forget that everyone is different. If you plan the communication in advance, you increase your chances of understanding the customer.
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