His or her needs and pains, not yours.

Questions asked the right way, lead you closer to the sale.

Questions asked the right way, uncover opportunity.

Questions asked the right way, create a bond between you and the prospect based on a belief that you can help you them.

Ask questions the wrong way, and you will accomplish none of this.

What's the wrong way to ask questions?

Well there's one way I know of that can be really damaging…

It's where the seller asks a question, but he's really just pushing features he has to sell.

It’s called a ‘leading question’ and it’s annoying!

By asking a leading question to see if he wanted what I was selling, I would have immediately disqualified myself. Mr. or Mrs. Prospect would now be thinking that I only have an interest in a COMMISION…as opposed to a solution.

You need to be neutral when you question.

Your goal is to find out what the prospects needs and pains are.

His or her needs and pains, not yours.

So don't color your questions with information about your product.

Focus on diagnosing the prospect's problem. What's happening. Why. What's needed to fix things.

Ask questions the right way, and you'll get closer to the sale.