3 Hidden Questions to Grow Your Business

Could your business benefit from having more ideal clients? Can you improve your efficiency in closing more sales? Could you stand to improve or expedite your sales cycle?

In the business coaching world it is often said that the questions are the answers. In sales, there is a term known as AWAQ which means answer- with- a- question. There are three simple questions you must know how to effectively answer with your prospects to convert them to clients. The challenge is they will never ask you these questions, and yet you must answer them in a way that comforts them to want to move forward with you.

In the moment a client decides to buy, the decision to buy is 100% based on emotion, even if the client is highly logical. They may rationalize the purchase all day long leading up to and after the buying moment. You must know people buy on emotion, justify with logic and make decisions in silence.

Assuming you have enough prospects to contact, if you find yourself not converting enough of them to new clients it is because you simply failed to answer three simple yet very important emotional questions they need to have answered. Chances are they may not even know how to ask you and therefore did not. Rest assured they still want to know the answers.

Question 1. Can you fix it? The only reason you have an audience with your prospective client is because they are wanting more of something or less of something in their life. There is a discontent or pain they are currently experiencing. You must discover their pain and communicate effectively that you can take their pain away through the implementation of your product or service? How are you answering their concern of can you fix it?

Question 2. Will you listen and hear me? Consumers are people. The most important psychological core need anyone has is to feel understood; to feel heard. All too often, we see sales and service professionals assume, just because they know more about the products and services they offer, they know what is right for the client. However, you must remember people don't buy based on logic. They buy on their emotions. You must assure them that you hear and will continue to hear their concerns through the process and relationship.

Question 3. Will it be an enjoyable experience? You may be in an engagement that appears to be going down the right path. You have rapport with the client; you've done a great job discovering what they really want and you can provide it. You have answered all their spoken concerns in a satisfactory manner and yet they balk at going ahead with you. The reason they put off moving forward is because on some level they see that moving forward will not be an enjoyable process. They think that regardless of the payoff on the other side it is just not worth the hassle. The way to assure them that it will be worth it is to communicate how they will feel in control along the way.