be looking for a new doctor, because my feeling would be that not only was he trying to sell me something I didn't want or need, he also had no interest in what I DID want or need.

It's the same with your prospects. If you ask enough of the right questions, you'll not only find out what the problem is, you'll also find out what the prospect wants or needs in the way of a solution and you will have a

What exactly is a good salesperson? A good salesperson is someone who helps to solve the problems of others. As a good salesperson, you wouldn't dream of selling someone something that they either didn't want or didn't need…right? So if you have a product or service that solves a problem, then you are really just a helper.

As a problem solver and a helper, your most powerful weapon is a question. Not only does it help you to determine the true needs of your prospects, but it also helps to build rapport. Wouldn't it be nice to have your prospects thinking that you truly care about their situation rather than just selling them your product or service regardless of whether or not it is a good fit?

It's also a wonderful way to have your prospect do your selling for you. By working your way through a well thought out series of questions, you not only get to the heart of your prospect's needs and eventually their wants, but you don't waste valuable time, energy and goodwill by discussing aspects of your product or service that are of no interest whatsoever to your prospect.

Imagine that you go to your doctor's office because you have a sore throat. Now, imagine that the doctor asks you no questions, but tells you that he has a brand new drug for hypertension that is the absolute best he has ever seen. "This is definitely a breakthrough in treating high blood pressure…none of the side effects of the other drugs. I recommend it highly. Would you like a 30 or 60 day supply?" Well, if you are like me, not only would you not be buying the latest and greatest new wonder drug, but you would quickly be looking for a new doctor, because my feeling would be that not only was he trying to sell me something I didn't want or need, he also had no interest in what I DID want or need.

It's the same with your prospects. If you ask enough of the right questions, you'll not only find out what the problem is, you'll also find out what the prospect wants or needs in the way of a solution and you will have at

Not only does it help you to determine the true needs of your prospects, but it also helps to build rapport. Wouldn't it be nice to have your prospects thinking that you truly care about their situation rather than just selling them your product or service regardless of whether or not it is a good fit?

It's also a wonderful way to have your prospect do your selling for you. By working your way through a well thought out series of questions, you not only get to the heart of your prospect's needs and eventually their wants, but you don't waste valuable time, energy and goodwill by discussing aspects of your product or service that are of no interest whatsoever to your prospect.

Imagine that you go to your doctor's office because you have a sore throat. Now, imagine that the doctor asks you no questions, but tells you that he has a brand new drug for hypertension that is the absolute best he has ever seen. "This is definitely a breakthrough in treating high blood pressure…none of the side effects of the other drugs. I recommend it highly. Would you like a 30 or 60 day supply?" Well, if you are like me, not only would you not be buying the latest and greatest new wonder drug, but you would quickly be looking for a new doctor, because my feeling would be that not only was he trying to sell me something I didn't want or need, he also had no interest in what I DID want or need.

It's the same with your prospects. If you ask enough of the right questions, you'll not only find out what the problem is, you'll also find out what the prospect wants or needs in the way of a solution and you will have a

gh a well thought out series of questions, you not only get to the heart of your prospect's needs and eventually their wants, but you don't waste valuable time, energy and goodwill by discussing aspects of your product or service that are of no interest whatsoever to your prospect.

Imagine that you go to your doctor's office because you have a sore throat. Now, imagine that the doctor asks you no questions, but tells you that he has a brand new drug for hypertension that is the absolute best he has ever seen. "This is definitely a breakthrough in treating high blood pressure…none of the side effects of the other drugs. I recommend it highly. Would you like a 30 or 60 day supply?" Well, if you are like me, not only would you not be buying the latest and greatest new wonder drug, but you would quickly be looking for a new doctor, because my feeling would be that not only was he trying to sell me something I didn't want or need, he also had no interest in what I DID want or need.

It's the same with your prospects. If you ask enough of the right questions, you'll not only find out what the problem is, you'll also find out what the prospect wants or needs in the way of a solution and you will have a

tions, but tells you that he has a brand new drug for hypertension that is the absolute best he has ever seen. "This is definitely a breakthrough in treating high blood pressure…none of the side effects of the other drugs. I recommend it highly. Would you like a 30 or 60 day supply?" Well, if you are like me, not only would you not be buying the latest and greatest new wonder drug, but you would quickly be looking for a new doctor, because my feeling would be that not only was he trying to sell me something I didn't want or need, he also had no interest in what I DID want or need.

It's the same with your prospects. If you ask enough of the right questions, you'll not only find out what the problem is, you'll also find out what the prospect wants or needs in the way of a solution and you will have a

be looking for a new doctor, because my feeling would be that not only was he trying to sell me something I didn't want or need, he also had no interest in what I DID want or need.

It's the same with your prospects. If you ask enough of the right questions, you'll not only find out what the problem is, you'll also find out what the prospect wants or needs in the way of a solution and you will have at your disposal all the information you need to help them solve their problem and close the sale of your product or service.

Don't approach your prospects with a laundry list of why they need you. Find out what they need and want and then provide it. When you tell your prospects that they need your product, you are simply a salesperson hawking your product. When the prospect tells YOU that they need your product through effective questioning, it is simply the truth.