How Tag-Along Questions will Get you the Sale
How do you get the most information out of a single question?
Ask a Tag-Along question! A professional sales person always understands that the right question said in the right way and at the right time, will open up a sale or move an opportunity forward that the average performer would have completely missed.
How does the Professional Sales Person do that?
Rookie mistake! What not to do: Interrogate
The average sales performer will start a conversation with a client and they may have seven or eight questions that they want to ask. They’ll ask those seven or eight questions, and walk out with the information they received. It’s been more of an interrogation than it has a conversation!
How a Pro would ask their questions:
The sales professional might also have the same seven or eight questions too, but they’ll ask the first question, the client will respond, they’ll listen to that response, and the sales professional will want to know more information about that answer.
Tag-Along for the win!
In other words, they’ll ask a Tag-Along question to the first question they’ve asked. They won’t even get on to question number two because they want to know more about the answer to question number one. That’s when you start to create a conversation, and that’s more importantly when you start to capture the right information. The right information is the important information that enables you to see the big picture and understand how you can help that particular client.
The best way to understand this is by remembering a time when you were talking to someone that did not listen to your responses or expand on them. You probably did not feel a connection with that person and immediately either put up a wall or were uninterested in anything further they had to say. Now, when someone listens to what you have to say and responds with questions crafted around your needs you trust that they only have your best interest at heart. When people trust you they are more likely to buy through you rather than a competitor.
Tagalong questions are critical
Don’t go into a call thinking you’ve got to have all of your questions and come out with the answers to all those questions. Understand that you’re going into that call to create a conversation, and to be able to extract the right information.
Why not be a Pro, it just means more sales for you!
Change your world today and become a more effective communicator, reinforce that you are a true professional and that you are moving things forward to the best interest of your client by asking the right questions, responding to their answers and capturing your information while having a natural conversation!