Did you know that asking good questions is one of the most important aspects in sales? As a MOB member, are you asking your potential clients important and thought-provoking questions that peak their buying interest? Questions can serve a few purposes including engaging your client in conversation as well as helping to build trust and a good rapport.

Here are some tips from the guys over at The Brooks Group for all your MOBsters to help you formulate questions for your clients . Read the full article here for more tips!

1. Know exactly what you plan to ask – before you ever get in front of a prospect. Be careful, however, to make sure that your questions don’t sound “canned” in the way that you phrase them. This is where in-depth pre-call planning comes in.
2. Ask open-ended and indirect questions – when you ask only “yes” or “no” type questions, you’re actually discour-aging your prospect from opening up and offering more information. “Yes” or “no” questions often set a negative tone for your interaction as well. Open-ended questions help prospects tell you how they feel, what they want, or what they think.
3. Strategically phrase your questions – getting the prospect to relate how he or she perceives his or her problems, needs, or value-added expectations can help you to improve the chances of closing the sale. When you ask the right questions, the prospect will provide invaluable answers in terms of how you can sell your product or service to them.
4. Aim your questions – try to use your questions to identify the one dominant drive that your prospect has. When you begin to notice a common thread that courses throughout your prospect’s answers, you’re probably homing in on their dominant need, problem or expectation. Once you are able to identify this thread, you should aim your questions in that direction in order to further your understanding of the way that your product or service can satisfy what the prospect is trying to accomplish.
5. Uncover your prospect’s buying motives – ask several questions that will help you understand what is motivating our prospect to buy. These motives are important, because if you focus on the motivations as well as the agenda of your prospect, you will stand a much better chance of finalizing a transaction.