A great question to ask your prospect is:

“If you could change anything about your current [situation/product/service], what would it be?”

When you have your prospect begin to imagine a change to their current situation, you open the door to them being able to hear alternatives.

The key here is that you have to really listen to what they say, and not be thinking about what you are going to say next. There is power in seeking to understand where the other person is and learning their wants and needs.

Many salespeople don’t listen. They have a pitch and they go through it step-by-step. Sometimes this works, depending on the situation and your offer, but not always. It also doesn’t usually leave your prospect feeling good about themselves. They might feel like they’ve been pressured into buying or they’ll regret reacting the way they did. This means you might make this sale, but they probably won’t call you again.

Instead, you want to actually listen. Once you know what your prospect is looking for, you can help them understand what you can do for them. At this point, you’re no longer selling; you’re helping. By asking them what they’d change, you’re encouraging them to think about a different future. By listening and providing assistance, you’re helping them get where they want to be. You’re offering them what they’re looking for.

Too many salespeople ambush the sales process by letting what they want to say interfere with what the buyer needs to hear. By focusing on genuinely helping others achieve their goals, you’ll find that your own success naturally follows.

Pay attention to what your prospect says when they answer the question about changing their current situation. Their answer will tell you exactly what you need to do next. Remember experience is your best teacher, so practice asking this question and developing your curiosity. When you can do that, your sales numbers will increase, I guarantee it.