Proper questions reveal what the client really wants and why they want it. To gain closing ammunition the telemarketers want to know how the prospect knows they have satisfied their needs and what must happen for the client to realize they have it. As questioning skills develop the salesperson will learn to understand the prospect as a person and individual. Understand key motivation for owning your product. Every purchase comes down to people needing to satisfy the emotions of greed, ego, fear, love, or self development.
Top producers challenge old habits such as selling common facts and benefits.
Top producers sell to satisfy emotion. When ego, fear or one of the other key emotions are sold the prospect is rapidly moved to the close. There is a strong psychological need to satisfy and protect those emotions. People spend their money to get the pleasures of satisfying those needs. It is a priority to protect themselves from the pain of having a void in those emotional areas.