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by Tessa Stowe, Tes

So why are questions the answer? Why will questions do the selling for you?

Questions will do the selling for you provided you have the "Question 3-legged stool" in place.

The 3 legs are:

1. You ask the "right" questions

2. You actively listen to the answers (obvious I know, but not always followed)

3. You have the intent to help your potential client get what they want.

Just suppose you ask the right questions but don't listen to the answers? Do you think your potential client will want to buy from you? Just suppose you're great at listening and you really want to help your potential client, but you ask the wrong questions. Do you think they will want to buy from you? I hope you get the picture. In order for the questions to do the selling for you, you need all 3 legs of the "Question 3-legged stool" in place. Let's look more closely at the "right" questions leg.

The "right" questions leg involves several types of questions.

Initially you need to ask questions to uncover whether the potential client has any problems that you can solve. Once you know a potential client has a problem you can solve, it is very tempting to start talking about how you can solve it for them. If you leap in at this point with your solution, chances are they won't become your client. You now need to ask more questions.

Now you need to ask questions so they will explain to you (and themselves) what the impact would be both personally and professionally if they don't get their problem solved. Often you will find that your potential client has not really thought through the impact of not solving their problem. They will appreciate that you care enough to ask.

It's still not time to jump in with your solution and to tell them you have the answer. Resist the temptation. You still need to keep asking questions.

Now you need to ask what difference it would make to them (from both a professional and personal perspective) if they solved this problem. What do they see as the benefits? This is the point at which they will start to sell themselves. They know the impact of not solving the problem, and now they (not you) are telling themselves the benefits of solving it. Your questions have done the selling and they will now be very receptive to hearing how you can help. Now is the time to talk about your solution.

So questions do the selling because they are the vehicle you use to get your potential client to tell themselves all the benefits and results from solving their problem. Via your questions, they tell and sell themselves on why they want the problem solved and what difference it will make.

But remember, this only works if you are really listening to the answers and your intent is to help. Keep remembering and practicing the "Question 3-legged stool" and watch the impact on your sales conversations, your relationships and your results.

This point can not be stressed enough. Think of it this way; you are a taxi driver and a call comes in over the radio telling you to pick up a fair at 32 Birch Street. Now, you don't know where Birch Street is so you look in your little book to locate your street and off you go.

Lo and behold when you get there it is no where to be found because unbeknownst to you a little tree has now become big and is covering the street sign. After driving around for about a half hour you call back to the office and they tell you that sure enough a tree has covered the sign and they give you proper directions.

Good enough, now you find the street and lo and behold again #32 is nowhere to be found. Now you are mad. You drive up and down and up and down and it is just not there. In a fit of anger you drive away and loose the fair. The person at 32 Birch Street has given up and asked the guy next door for a ride.

Now, think of Google as the taxi driver. Simply put, if you don't have your address in clear view you won't be found. Your address is your keyword and that's how Google finds you.

Say, you are selling dog food. The words dog and food or dogfood are your keywords. When someone puts in a search query for dog food the Google robots scan every webpage they can find with those words in on it.

Simple? Yes, it is actually very simple, but absolutely essential to your Web sites success on line. By placing the right keywords into the right place you will have huge success.

On the other hand, if you don't pay any attention to keywords and where to put them you will never be seen in the search engines because those little robots just will not find you.

Sound complicated? It's not so don't be discouraged, the methods are simple and really not rocket science but it does take a bit of research, patience and trial and error. If you persevere you will find the effort was well worth it.

Article Source : Pg. 341

About Author

Both Tessa Stowe & Murray Hubick are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

Tessa Stowe has sinced written about articles on various topics from Neuro Linguistic Programming, Computers and The Internet and Marketing. . Tessa Stowe's top article generates over 18100 views. to your Favourites.

Murray Hubick has sinced written about articles on various topics from Computers and The Internet, Music and Internet Marketing. Murray Hubick is an accomplished writer and entrepreneur who has made an in depth study of SEO and . You can now view the product of those efforts. Murray Hubick's top article generates over 14800 views. to your Favourites.