The telesales professional with the ability to ask probing questions will be the most sought after professional in the telesales world. One of the distinguishing qualities of top sellers is their skill in handling their customers effectively by asking probing questions in order to get valuable information and build rapport. By asking probing questions, you are opening the window of opportunities: customers’ needs are uncovered, buying cycles are determined, and people are given a new perspective and go for the better supplier.

The top telesales professionals who ask probing questions easily make new business, encounter fewer objections and make a huge impact on prospective customers, who in turn give their trust and are likely to make a buying decision.

You, too, can be one of the top telesales professionals once you have mastered the skill of asking the right questions. The following pointers should lead you to your goals.

Ask the right questions. The people you call are most likely familiar with your “line of questioning” because they have been asked the same type of questions by other telesales professionals. If you don’t differentiate yourself from the rest by asking the usual “run-of-the-mill” questions, it will be tough to get your prospects talking and give you the information that you need. Vary your questioning by asking more close-ended questions. Compared to open-ended questions which give you lengthy answers, close-ended questions are answered with a yes or no. You can actually take control of the conversation by asking a series of close-ended questions designed to bring the prospect closer to the sale.

Another technique you could try is to ask a close-ended question that brings you to open-ended questions which make the prospect open up to you.

All your questions should be of the kind that make people stop, think and say “That’s a good question.” or “I’ve never thought of that.” To help you think of the right questions, put yourself in your prospect’s shoes and think of the questions that will make you think. You can gauge for yourself if your questions are leading you to the right direction judging from the response of your prospects. If they are answering your questions too quickly, then you are not doing a good job of making them think. Also, if your prospect is not giving you the information that you need then it’s time to think of something better to ask.

Spend some to brainstorm to write down the questions that you will ask in your telemarketing calls. Avoid the questions that other telesales professionals or your competitors are asking.