Selling Products? Learn To Ask Emotionally Involving Questions

So what do emotions have to do with selling, you may be asking yourself. The short answer is a lot, especially if you're selling products, like many of us do. Learning to develop an emotional involvement between you and your prospect by asking questions is one of the most important skills you can learn in sales. It can also make the difference between closing with a smile, or walking away in search of the next prospect.

The idea with asking questions is to use them to create ownership in the prospect's mind. Questions force the prospect to form a mental picture of what the product is, and how it will benefit them in their daily lives.

If you're selling new, more powerful vacuum cleaners to the manager of a cleaning company, you might ask that person who will likely use the vacuum the most often? The question forces the manager to think about how they'll use the vacuum after they own it. It causes them to form a mental image of one of their employees using the machine, and the increased productivity of the more powerful vacuum.

This strategy has also been a staple of real estate agents for many years. They alway look for opportunities to ask propects involving questions. The agent will see a wife sizing up the master bedroom and ask something like "So where in this room would you put your bed?" The question forces the wife to visualize her bed and other furnishings in the room, and in the process starts to take ownership of the house. And pretty soon the wife and her husband are talking numbers, and if the agent knows the name of a good lender.

This same process goes on all the time in marriages, many times without either party being conscious of it. A wife will ask her husband where he thinks they should put the new hot tub, on the deck or in the back yard? The husband may not of even known he was even interested in a hot tub, but all of a sudden he's visualizing himself lying in the tub after work with a cold beer in his hand. And later that day he's driving his wife down to the showroom to pick out the latest model.

So in conclusion, if you're selling products, and you want to close more sales, make sure to ask questions emotionally involving questions the next time you call on a prospect.

By: Kent Johnson

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Kent has been writing articles for nearly 6 years. Come visit his latest website over at www.modernwelding.com/ which helps people find information on TIG welding and other welding topics.