How one question will revolutionize your sales force

There are different communication techniques that can lead you to success in your sales process. Often it is not just the wording that makes the difference, but the approach to the dialogue with the counterpart.

There is one crucial question that will revolutionize your sales because it creates a new base of conversation. If you remember this, you don't have to convince them of your solution in a lengthy process but pick up your customer from his individual needs. Ask the question as soon as it has been more concretely determined which problem is to be solved and which options are possible.

Which conditions must be fulfilled for you to choose our solution?

You can then be told various points, such as system compatibility, rapid deployment or resource-saving implementation.

Always summarize and recapitulate your customer's statements. Ask if these are all the conditions that need to be met and give them room to add comments. If there are more than five, you can also talk about prioritization.

By asking directly for the requirements, you can tailor your match to them. This is especially efficient if your solution has different focuses and advantages. You will learn early in the sales process which core topics you can address to win over your customers.

He is not interested in being listed all the various features and possibilities of your solution. Instead, you present your offer later in the process based on the conditions and convince him of your fit.

Precisely because this methodology is rarely used in sales processes, the customer feels particularly understood by you, recognizes added value and sees his needs ideally met.

Through this customer-oriented product presentation you conclude a promising pre-close. The more precisely you deal with the conditions and show how you fulfil them, the more difficult it will be later to reject the solution as unsuitable.

If your counterpart is still unsure, simply re-check: "Are there still open conditions? Have we forgotten anything?" He will hardly find a reason why you shouldn't be the right provider.

So a single question can crucially change your position from that of a petitioner to that of a convincing and qualified supplier.