Are you asking the right questions?

Are you listening to the answers?

1) Stop, look & listen:


In an effort to "make the sale" it's easy to be so concerned with what you are saying you don't hear what the customer has to say. Ask questions. There is there is insight to be gained by understanding their answers.

2) Greeting:

Hey  I am on your side! People shopping for any product tend to have their defenses up. Establishing rapport can help disarm shoppers who are seeking rah best value. Find common ground, similar interests.

3) Qualifying:

Who, what, when, where & why? Qualifying questions are designed to get basic facts such as who the bed is foe, what size, etc., and are essential to starting the sales process. Try things a little different. What size have you been sleeping on. If they say full or Queen, this can give you the opportunity to step them up to a King. Why are you buying a new set, what is your sleeping position. All these questions will help you find the right bed for your customer.

4) Objections:

Try raising them yourself What if you raise raise objections instead of waiting for the customer to raise them? This is a great opportunity to increase the likelihood your customer will be satisfied with the purchase and less likely to return it. Turn the objections into questions. What are you're expectations for a new set? How long do you think a set should last? Are you familiar with body impressions? Do you know what a warranty covers. These questions will help the understand more about the product and feel comfortable with the purchase.

5) Closing:

And end, not a technique

You already have closing questions you use: when would you like this delivered, do you agree that this seems to be the best set for you? And many more. Using effective questions throughout the selling process can help make the customer ready to buy and make closing a formality.

Sales TipsCliff Abney