However, many sales people follow the wrong path and try to grab potential customers by asking questions like “If I can offer solution to your such and such problem, will you buy that one today”? or “Holding back is the only thing that you can do”? Or “What can I do to earn you business”?

But these should not be the ultimate questions, there are a lot more that sales people may find more useful.

Hang on!

Such manipulative sales tactics are the real reasons that make prospective customers feel uncomfortable and find themselves in a state of pressure to buy that product or services.

But the ultimate answer to this is to eliminate the objections altogether. You can achieve this by spending more time finding ways which will help you meet the requirement of your prospective customers.

It is also a fact that sales people that ask more and more questions face lesser objections at the time of sale. The reason is quite simple; that means that they reveal many potential objections during the early stages of sales cycle.  Moreover, there are plenty of questions that are taken up by sales staff that will help you reveal potential objections.

They are:

“What is the time frame that you are working with”?
This question leaves a good effect when asked, which means that “When do you think you will buy”.  This will help people by putting them on a self-protective side.

“Who else is involved in the decision process”?
This is the most important question that is usually asked by sales people. The main purpose of this question is to find out the other person who is involved in the decision making process. So, if the final decision is influenced by other person, then you can end your search, and try to close the sale even without his or her presence.

“Who else are you talking to?”
This is the most frequently asked question. This will enable you to understand what other companies or vendors are making their bids on a particular project. This will provide an assistance that will help you in differentiating yourself from your respective competitors.

“How was the experience?”
You can answer this question based upon your previous experience with your prospective customer. You can now position your service or product to excel their experience at your competitors.

So, these are a few questions that will help you extract more and more information from your potential customers, which will ultimately allow you to position your service and product in a way that suit best your customers’ needs and demands.