It is with certainty I can state that the top sales professionals in any industry all have learned to become excellent at asking questions. There is both an art and a science to asking questions. The art of asking questions comes in the timing, delivery and all around presence the sales person has in communicating with their potential client. The science is about the type of questions they ask that are known to stimulate a different type of thinking in the person they are communicating with. Done correctly, a potential client can go from feeling satisfied with their current service or product to being curious about a new product or service to feeling that change is a must or they will be missing out on a new level of satisfaction.
When the product or new service delivers on the promise to the client, a true win/win scenario is experienced. The client gains something they were missing, and the company and sales person benefit by increasing their revenue and earnings. What many people fail to realize is that we are all in sales. It does not matter whether it is for a new job, a new business venture or dating that special someone; I have discovered that asking great questions will be the first step to place you on the right path to success. Asking yourself the right questions is a sales function that works equally as well for growing your business, building your career and achieving personal goals.
A vision of success is personal in nature and not everyone’s will look the same. The underlying truth is we were created to grow, and if we don’t grow then we are missing a basic human need. The need for growth is built in us as much as our need for companionship and community. We were never made to live on an island alone. We need relationships to survive and thrive and we also need to grow or we become stagnant. People will often become complacent because they claim they are satisfied when what they really are is uncomfortable with change. The world is always going to change and as we press forward with new technology and adapt to demographic shifts, the change will become more rapid. Satisfaction and dissatisfaction are states of mind that are influenced by the types of questions we are willing to open ourselves up to.
Are you asking great questions about your own business or life to reach your true potential and new levels of success? Top sales people don’t use any gimmicks or sales tactics to achieve success. They ask quality questions because they care about the businesses and individuals they seek to help. They enjoy selling because what they sell and how they sell is congruent with their values.
“If you ask quality questions, they will help you create a high-quality life” – John Maxwell
Where might you start with asking yourself quality questions? I like the question that sums up where you have been spending your dollars and time.
How much have you invested this year to grow your business and grow as an individual?
That investment is in both dollars and time. Most people have already given up on their 2017 New Year’s resolutions. They did not invest the time and money to see them through. The most successful people significantly invest in themselves every year to grow their knowledge, grow their skills and grow their network. You are going to be around a long time, your success is worth more than an expensive watch, handbag or pair of shoes.
I am proud to announce that each year we have a wonderful opportunity for United Real Estate agents to make an investment in themselves that will pay for itself 10 times over. Early registration is now open to our agents for the 2018 United convention, Viva United! For only $199, all United agents have the opportunity to be at an industry-leading event. The three day event will give our agents the knowledge they need for immediate growth and create a mindset that will motivate them to keep those growth commitments alive throughout the year. Click here to register and learn more about United’s convention that will be held February 22-24, 2018, in Miami, Florida VivaUnitedRealEstate.com.