A good sales pitch involves more than just giving all the necessary information about the product. To really make your presentation complete, you have to know the proper questions to ask your prospective buyer. These questions are actually part of the pitch, designed to further convince the client to make the purchase.
Project management, event management, insurance, and even construction companies in Singapore employ sales professionals to deliver their pitches, and those who know the job well know the importance of keeping the client engaged by asking the right questions.
What have you heard about the product?This is a good first question to ask. It’s important that you know if the client has accurate information about the product. If what he shares with you is in any way inaccurate, it’s then your task to correct the misinformation he’s gathered. You can focus your pitch on making these corrections.
What do you think of this feature?You need to ask this question repeatedly during your presentation, in particular, every time you highlight a salient product feature. It’s important to keep the client involved, and asking this question gives him the opportunity to share his concerns. You, in turn, should be able to reassure your client by addressing these concerns.
Which of these features is relevant to you?Any multi-function product has a built-in advantage: there’s bound to be something relevant to the client. For example, if you’re selling a pre-need plan that covers hospitalization, emergency funds, and accident coverage, you have to ask your client which of these matters to him he most. Once he’s identified his choice function, you can focus your pitch on that, and in the process move closer to sealing the deal.
Why is that particular feature important to you?If your client is looking for a feature that’s not in your product, you have to know what makes that feature important to him. Once you’ve found that out, you can assure him that your product has a similar feature that will still fulfill his needs. For example, your client points out to you that the SUV you’re selling him doesn’t have removable seats, and you ask him why that’s important to him. He tells you he’ll need to remove the seats now and then to make room to transport certain items. If the SUV you’re selling him has foldable seats, you can assure him that this feature will serve his needs just as well as removable seats. Now, if your product doesn’t have that alternative feature that can satisfy his needs, focus instead on the other features that are relevant to him. If he sees that your product has most of what he needs, you’ll have a good chance of closing the deal.
Which option do your prefer?If your product comes with options, be sure to ask your client this question. By doing so, you’re telling your client that he has the power of choice, which is always a good thing. The options question also applies to payment modes. If your client can pay with cash, check, or credit card, let him know right away, and ask him which mode he prefers.
Do you have any questions?This question gives your client the assurance that you’re not withholding any information. Let him ask whatever he wants, because he has to have complete information for the deal to be closed.
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