Six Steps To Successful Selling – Step 2

The key to selling successfully, stpe 2 of 6Welcome to step 2 in the 6 steps to selling successfully. In step 1 I talked about rapport and the importance of building that rapport and trust from the outset of any relationship with a potential client / customer. Step 2 is another vital step and it’s surprising how many people don’t use this effectively, if at all.

Step 2 in the process of effective selling is:

Ask relevant questions!

This is important because doing this enables you to:

  • Find out how you can help your prospect
  • Find out what the prospect’s vision of the world is and their values etc.
  • Know if you have something that will actually help solve the problem the prospect has, or are affiliated to something that can help to do that.

To be a problem solver, you need to find out exactly what your prospect’s problems are and asking relevant and pertinent questions is the best way to do that. This knowledge opens up ways that you can help provide the solutions.

Building up the relationship with your prospect has to be the first step, developing the trust and rapport so that they feel comfortable answering your questions. Having the ability to ask questions and get complete and honest answers is vital. When you have these answers you will know if your product or service can indeed help your prospect and have benefits they are looking for to achieve their goals.

To Successfully Sell, You Need To Listen Carefully To Your Prospect.

Listening is a vital part of this step too. There are many sales people who will talk about their products and services rather than listen to find out what the prospect actually wants. Don’t be like this. Listen and serve to be successful at sellingMake sure you are different. After all, it’s not really about you as the seller, it’s about the benefit(s) your product or service can give to the PROSPECT. What is the point in asking relevant and pertinent questions unless you actually LISTEN to the answer?

Remember that many people will have “what’s in it for me” in their mind.

Listening will help you to discover what you need to know. It’s a good idea to make notes if you can tender another relevant question to get even more information to help you.

Being a good listener also helps you to find out more about your prospect’s ideals and philosophies. The “way they see the world” if you like. You can also use a NLP technique where you “match” your client with speed of speech, some body language and anything else that can help to further enhance your level of rapport with the prospect.

You could also find out more about your prospect’s buying strategy by asking a pertinent question on previous buying experiences. You can find out if they like to look at things and touch them, or whether they like to talk about things, excited in the opportunity to have the items. If someone likes to touch things, you can speak to them asking them to imagine touching or having the product if you don’t have a physical copy, or give them a sample to actually touch and feel. This will depend on the type of opportunity or product you have of course.

So, step 2 of the 6 steps to selling successfully is based on asking relevant questions and the ability to listen and absorb information. This will help you to serve your prospect better now and in the future.

Look out for step 3 soon.

Take care


Check out what Forbes has to say about Successful Selling.

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10 Responses to Six Steps To Successful Selling – Step 2

  • Hi barrie,

    determining what people want and value… and need… is so important in the sales process. it’s really immersed in what you talked about in part 1 of this series, building a relationship.

    part of building that relationship if finding out about your prospect… what they want, don’t want, value or don’t value… etc. the very best way to find out that info is to ask them. then when they tell you, make sure to listen very carefully, as you point out so well here 🙂


  • barrie,

    Excellent post and a huge reminder to me to ask questions, take surveys and find out what people say they want. I do know what my clients want since I always take an in-depth history. But somehow online I have not always taken the time to ask questions and wait for responses.

    I love your series on the steps to selling, still not my strongpoint but my understanding and knowhow is growing daily.


    Dr. Erica

  • Hi Barrie,

    An exellent reminder that what we’re trying to do, when selling, is solve people’s problems – and unless we ask, and listen, we won’t know what their problems are.

    Your image of the “ear” reminded me of the maxim that we have two ears and one mouth for a reason, and we should use them in the same proportion.

    Joy – Blogging After Dark

  • I recently quoted on a web building job for someone wanting to sell his photographs online. Turns out he has health issues which means he often doesn’t have much energy. I came up with a solution to make it easier. Without knowing his circumstances the site wouldn’t have suited him and I likely wouldn’t have got the job. This was a prime example of needing to Build up rapport, asking the right questions, and listening.

  • hi barrie

    You are so right. it is the best wisdom that when it comes to selling. listening is far better than talking too much. when one listens to his customers, he can ask relevant questions which will better help him to understand the challenges and problems of his customers.

    thanks for sharing. take care

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