This blog post is brought to you in collaboration with: DPI (UK) and SME Capital
Rapport building questions that will help you close more sales
Sales professionals know that building rapport with a potential customer is key to closing the sale.
In order to create a connection with someone, you need to understand them on a personal level.
In the high-pressure world of sales, taking time to foster a relationship may seem like a luxury you can’t afford, and it may appear that every interaction with a prospect should be treated as an opportunity to seal the sale as quickly as possible.
But that’s just not how sales works anymore.
Buyers want to know that salespeople will be honest with them and that they can trust them.
That their needs are properly understood and that the salesperson has the skills and experience to suggest a solution to their challenges.
This can be done by asking questions that help reveal their interests and motivations.
In this blog, we will discuss 3 rapport building questions that can help you close more sales!
1. What Do You Want To Achieve?
Open-ended questions like these demonstrate that you’ll take an active approach to understand their challenges and make addressing their business problems a top priority.
Conversations should go beyond asking prospects who they are and what they do.
When you ask clarifying and reflective questions, it opens a floodgate of emotions for prospects.
Plus, it demonstrates that you are genuinely interested in their problems and will provide solutions to help them achieve their goals.
Why It’s Effective: It’s a simple question, yet it has the ability to create trust and close a sale, especially if the prospect detects your sincerity and honesty to assist.
Questions like this make prospects think before they respond. It allows them to clarify the subject in order to figure out your approach, and offer honest responses in return.
2. Where Were You Before You Started at [current company]?
Career-related questions allow you to learn more about their role in the business and their previous experiences.
You might use your current employer’s relationship with another company to establish credibility for yourself, for example.
Look for any connections you may have, such as a friend who worked at the same firm before.
On the other hand, you might discover that the marketing director you’re chatting with just got promoted and hasn’t personally experienced many of the challenges a marketing director would face.
In this situation, part of your sales approach could be about how you can help them make a good first impression in their new job.
Why It’s Effective: Career-related questions are very personal and shift the conversation toward your prospect – people love to talk about themselves.
3. I Read Your Blog Article on X. What Do You Think About X?
If you believe that flattery is always insincere and will get you nowhere, you’re probably doing it wrong.
Most people can see through phony interest and praise a mile away, which is why any compliments or accolades should be genuine.
In other words, developing excellent relationships is easier if you’re genuine with others, no matter what the circumstance.
For example, if you ask your prospect if they’ve read something they wrote on LinkedIn or on their blog, and inquire about a comparable issue, you should show genuine interest in their answer.
Why It’s Effective: Taking notice of what they create demonstrates that you are listening and care about what they have to say.
They believe they are providing value or assisting others, which could aid in the breakdown of any communication barriers and encourage them to speak freely.
The Bottom Line
Open-ended questions are a sales conversation booster.
You should listen more than you talk, therefore asking more than basic ‘yes’ or ‘no’ questions, allows your prospects to tell you more – the more you know about them, the stronger your relationship will be.
To learn more, get in touch with us today.
