Your Combination Lock, for Success in Selling
The combination lock, which unlocks incredible sales success, is found when sales professionals learn the art of using lynchpin questions. OK, so if lynchpin questions are the answer to sales success. How can I learn to use them? Lynchpin questions are simply a set of written down, engaging questions, which encourage your customers and prospects to stop and think. These questions encourage your customers or prospects to consider new information or look at the same information differently.
Lynchpin questions are not basic questions, which your competitors are asking. They are carefully thought out engaging questions, which allow people to see things from your perspective and support you to unlock sales. The best endorsement of a lynchpin question, comes when your customer or prospect says, “Wow, nobody has ever asked me that question before”. When you ask a great lynchpin question, you engage your customer or prospect; they are forced to think about things differently, they must consider new information and they should respond in terms of you. When you ask the right Lynchpin questions, closing sales becomes really simple. Your customers and prospects will convince themselves about the value you offer.
What should your Lynchpin Questions Do?
1. Encourage the customer or prospect to evaluate new information
2. Help you to qualify and better understand the needs of the customer or prospect.
3. Uncover ways your value will support them.
4. Ask questions about company or personal goals
5. Lynchpin questions separate you from the competition; they never compare you to them.
6. Lynchpin questions need to be engaging, so that they force the customer or prospect to think before they respond.
7. Lynchpin questions must encourage a buying atmosphere, not a selling one.
Ensure that you have a pen and pad handy to write down and record every answer your customer or prospect provides. When you write their answers down, it proves that you really care about what they have to say and preserves all the information you need to effectively follow-up later on. It also helps to keep the record straight and makes the customer feel important.
Examples of Lynchpin Questions
• What do your customers think about when they about your product or service?
• When you are looking out of the window in your new home what would you like to see?
• When buying an investment product, what do you believe are the three mistakes most people make?
• If your most important customer called right now, how would the message be delivered to you?
• If your long distance telephone charges were 30 % higher than they should be, how would you know?
• Mr. Jones after you leave the showroom, where is the first place you are going to drive the car to?
• Who would be the first person you would show the car to?
• What has been your experience or how have you used financial products to secure and grow your financial wealth?
When you can effectively craft perfect Lynchpin questions you do not effortlessly close virtually every sale, you actually lock the competition out altogether.
Great Lynchpin questions help you to draw out the likes and dislikes of your customers and prospects and help you to effortlessly close the sale. When you have an assortment of a minimum of 10 lynchpin questions, memorized and at your fingertips. You are able to effortlessly unlock your customers and prospects needs, challenges, concerns, and objections, which makes helping them and closing sales simple. This understanding allows you to more effectively communicate your value and ensures that there is a modality of fair exchange. Both parties feel they have benefitted by the relationship/
Constructing your own Lynchpin Questions
When constructing your own Lynchpin questions you can use these opening phrases to support you.
• What is the most important benefit you need…?
• Who have you successfully used in the past to …?
• How do you determine…?
• What has been your experience…?
• Describe your circumstances, when things were working better in the past…?
• What do you look for…?
• What have you found…?
• How do you propose….?
These examples above are merely a starting point. When constructing your own Lynchpin questions. It is crucial that you ensure, they are unique and that your competition is not using them. Building perfect lynchpin questions is an on-going process of trail and development. You should keep compiling, polishing and refining your questions, until you have an arsenal of emotionally engaging, insightful and intelligent questions, which allow you to acquire all the information you need to completely understand your customers and prospects needs. This will allow you to then easily communicate your value to them in terms of their needs and values. When you can do this, you will effectively dominate the competition and close virtually every sale.
Using your Lynchpin Questions in the real World
Once you have developed at least 10 Lynchpin questions, it I time to try them in the real world. Start by using them at networking events and in front of real decision makers. As you observe the responses you will get, keep tweaking and polishing them, until you get the information and responses you want. The secret to getting the most from your Lynchpin questions is to keep polishing them, until they are really thought provoking and allow you to unlock the information you need to easily communicate your value to your customer.
Perfect Lynchpin questions will allow you to unlock your prospects and customers motive for buying and allow you to get an insight into their decision making process. When you have a good understanding around these two areas, you are in a perfect position to easily communicate the value you offer, so that your customers and prospects, can see how it will “HELP” them. Once they have seen that your value proposition is exactly what they need, closing the sale becomes really simple.
The most powerful Lynchpin Question
Before attempting to use this question, you must have invested sufficient time into mastering the art of asking Lynchpin questions. The only way to do this is to keep repeating the questions, polishing and honing them, until you become proficient at using them. Once you are very comfortable with using your own lynchpin questions, only then will you be ready to using the King of all lynchpin questions. So what is it?
“When I say ……… (fill in the word), what one word pops into your mind”?
When they answer this question, after giving it some thought. You will be privy to some really crucial information. You will be aware of their emotive feelings about the word. For example: if you asked, “When I say (my companies name), what word pops into your mind,” and they answer poor service or fair prices? You have just unlocked some very useful information, about their top of mind awareness and you have a better understanding about their attitude towards whatever you inserted as the missing word. This is valuable information you can use to include information to remove potential objections and finally allow you to close the sale.
Action Idea: When you use the king of lynchpin questions. Wait for them to answer. If they give you a sentence, try to ask the question again, until you actually only get one or a max of two words from them.
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