closing sales probing with the question

This is my 10th article of my series of 20 video about closing the sale and becoming an all star sales person.This article concludes our conversation regarding probing.� We've previously discussed open-ended, closed-ended questions, I'm wondering and today we're going to talk about the question mark question.� The question mark question is used to delve more deeply into a comment your prospect just made. You repeat the phrase that's important to you as a question.Repeat the phrase?� That was an example.� What you're doing is drawing attention to what you want to know just by using a questioning tone of voice.� This is best used when your prospect says something that relates to a probem, a need or your potential solution.Here's another example.� Let's say your prospect says "I don't need a financial adviser.� I do it all myself."� So you suspect there may be a problem or a need in him doing it all himself.� Your response is, "Do it all yourself?"� This encourages him to speak more about what he just said.� This allows you to ask another question like how much time does it take to do all the research and manage your financial affairs?� This in turn opens the door to getting some reasons for your prospect to listen some more.So you use question mark questions to draw attention to what you want to discuss.� These are potential problems, needs and solutions.� It's especially useful when you're talking to someone who has a tendency to ramble on.� This way, you'll focus his attention on what's important to you both.What you've just done is learn the fourth questioning technique to ask questions that will delve deeper into your prospect's mindset.� Use this principle professionally or personally and enjoy better conversations with everyone you know.

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