Pest Management Professional, January 2015
Added VAlue By Ray Johnson Contributor The art of asking successful questions W hat questions do you include during your sales appointments The key to effective questions is to have the right set of questions you can bring up at any time on the spur of the moment and be appropriate for the circumstance This takes a lot of practice But by now you know sales is a numbers game and you should have a lot of practice If youre not your paycheck will reflect that As the saying goes selling isnt telling its asking For example listen to many 6 yearolds They ask a lot of questions every day and many succeed at getting what they want Also listen to trial attorneys when they ask questions to persuade jurors to agree with their points of view An appropriately asked question is important because questions paint mental pictures in peoples minds Q How can you persuade people to buy your services A Ask questions that lead prospects to conclude purchasing your services is the right thing to do in their minds Internal pressure which the prospects put on themselves as theyre answering your You can reach Johnson a past president of the National Pest Management Association NPMA president of Sevierville Tenn based Johnson Pest Control and founder of ACES for Business at ray@ johnsonpestcontrol com questions in their minds can produce powerful outcomes Q What do questions make you do A They make you think about making decisions One common mistake salespeople make is to help prospects answer the question they just asked quickly and unwisely which shows the salesperson is desperate for a sale Its unprofessional and impolite When asking closing questions during the sale process remember the first one to speak loses Ive made this blunder in the past Its human nature but dont be hasty Be patient and wait for the answer in a calm professional manner If youre like me I had to practice this skill to make it feel unrehearsed The art of asking questions can make a difference but learning to listen for the answer is just as important pmp Photo istock com tumPikuja Cases in point Here are a few sample questions you could include the next time you pitch your services Most of these questions are assumptive which are my favorite Would Thursday or Friday be better for your initial service appointment Were getting booked quickly Would you like me to secure a technician to start your service tomorrow Do you need to discuss this proposal with anyone else before you place this order This is a great question because youll learn who the other decision makers might be If you see its to your advantage to use our service would you have any objections to getting started today Do you believe its wise to protect your home your largest investment with our termite protection program 66 January 2015 pest management professional www mypmp net
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