Contrary to many of the books on how to be an effective salesperson, selling in todays market place is just the same as yesterdays. Goods and services are still being bought and sold. Success is still measured by how many sales you close and the profitability within each sale.

So what separates successful sales personnel from not so successful? The answer to this question lies in the ability to ask questions that help the potential buyers better understand their needs while demonstrating the value you bring by asking good questions. Remember, being a good salesperson begins by focusing on the needs of the prospect and not your needs.

Good questions dont need to be hard. Simplicity is sometimes the better route to take. Simple questions allow the prospect better comprehension and provide opportunities for them to share even more information.

For example, the word and can be used as a question after a particular experience has been shared to keep your prospect talking. And?

Continuing to listen to the prospect will allow you to ask, What happened next? As the dialogue continues, you build a relationship through active listening while discovering additional needs or as some say pain.

Another question Could you please tell me more about that? allows further exploration into the current need. Again, you are demonstrating real concern about your prospect.

As the conversation continues, the prospect may share some other solutions that may or may not have worked. At this time, you may wish to ask Specifically, how many? Upon hearing the response, two follow-up questions that achieve great results are And how did that work for you? and How did that make you feel?

Additional questions might be What other result or results were you expecting? and How can you be sure of that? Finally, before you end your meeting, a final question of Is there anything else? might prove beneficial.

Good salespeople understand that no one likes to be sold, but everyone likes to buy. Your ability to ask questions that create an emotional desire to buy will help you reach that next level of sales success.

Leanne Hoagland-Smith

Good Day. Thanks for visiting. I hope that you have enjoyed my articles. In 1999, I founded ADVANCED SYSTEMS because I saw that performance could and should be doubled in warp time. Individuals, small and large businesses could not afford expensive solutions that may or may not deliver improved results in 12 months.

From my corporate, small business and education experiences, I recognized the individuals must have opportunities for connecting their passion to their purpose to secure the desired performance results, but many lacked the necessary skills, strategies and tools.

With over 20 years in sales management and 10 years in education, I understand how to unite productivity with profitability by developing a proactive working culture. My previous experiences resulted in cost savings through one of the first implementations of a computer software in a wholesaler distributor to the creation of a vendor performance assessment.

Since facilitating over 500 sessions, developing and editing over 25 training programs and writing numerous articles focusing on performance improvement, I bring a results focused approach to my clients. Also, I am proud to be one of the first five nationally certified facilitators of America?s Rising Stars (a Student Leadership developmental curriculum).

My passion is to help others connect their passion to their purpose to double performance. As The small business coach in Chicago, my clients have easily doubled their performance. Since our greatest resource is our young people, I am now working with large urban schools to generate the same results.

Education Background

• Graduated with honors from Purdue University with a B.A. in Education
• Earned M.S. from Purdue University in Instructional Design and Curriculum
• Published in the national trade journal, The Supply House Times, and numerous national newsletters
• Developed seminars and training on diversity, communication, leadership, sales, effective trade show behavior, networking, knowledge management, goal setting and improved educational outcomes
• Co-authored M.A.G.I.C.A.L. Potential: 7 Capicities for Living an Amazing Life Beyond Purpose to Achievement, to be available in 2006
• Working a another book focusing on performance in public education
• Speaker in a national bureau - Resource Associates Corporation

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