When selling our infoproduct, we have all met clients who are undecided… And if we tell you that these clients are just one question away from saying YES? đź‘€ That’s right, many times we want to mention hundreds of benefits and features to sell an info product, when customers have the reason to buy.
In Consultants Academy We know what you want to sell and we will help you. We leave you a list of powerful questions when selling an infoproduct.
Powerful questions when selling an infoproduct
We must remember that we are business customer centric, our possible client must feel like the center of the sale at all times. So we can give them a thousand reasons to buy, but if they don’t feel that we are focusing on them, they won’t buy.
These questions will help you to better connect with your client, find out what can motivate them to make the purchase and will help us to know what benefits we should highlight from our info product. Pay close attention, but above all, use them well!
How can I help you?
You can have the best campaign in the world, but if your audience didn’t need the product, they would only leave a like or comment on your posts. If they ask you for more information and start to get more interested, it’s because they know they need help.
When selling an info product we must know how it will help its buyers, so when you see that the person has doubts, tell them: “thank you very much for contacting us, we are glad that you are interested in our info product and we would love to know more about you. . Tell us how we can help you, so we can offer you a solution”.
What do we achieve with this?
- Know the needs and problems of the client.
- Knowing what benefits to mention to make our info product attractive.
- Find out what other solutions to offer if the info product does not have the correct one.
- Make our possible client feel like the center of the sale.
What prevents you from making the purchase?
Sometimes we see the customer convinced, but still does not finish buying. Asking what is the impediment to buy will help us take our next action, we leave you some of the reasons:
- The price: When selling an infoproduct we define a price, which cannot be modified. If it is possible for you, you can offer a payment in installments and if this is not possible, you can offer a lower cost info product that follows the same line.
- The purchase depends on someone else: In the case of courses and training, it is very common for a boss to sometimes make the purchase for an employee. When this happens, it is best to direct our sale to the boss. Send an email (with prior authorization) and show that we are the best option.
- Lack of trust: in these cases we must resort to precious testimonies. Let’s show how our infoproducts have improved the lives of our customers. Seeing from other people the benefits and advantages they have achieved, they will surely end up being convinced.
Have you bought a similar info product? Has it worked for you as you expected?
Sometimes our potential customers have bought similar infoproducts, but of lower quality. They have been offered a lot and it really was not what they expected and that is why they are doubtful. That is why when selling an infoproduct we must be very honest, offer completely real and proven solutions and benefits.
It is normal to have a little insecurity when we have not bought products from a brand and added to that, we have had bad experiences with others. If this is the case of your client, let him know that you understand it and that nothing will happen to you, to ensure the purchase you can resort to:
- Customer testimonials and comments.
- Show quality free content that helps you.
- You do a breakdown of what they will learn and accomplish.
- Create an offer that includes other resources.
SPIN method
Questions work very well as a weapon of persuasion and as we tell you, by asking the right ones your potential customers will find more than one reason to buy your info product.
And to conclude this list of powerful questions when selling an info product, we share a method that will help you create your own key questions. Because yes, each business is different and unique and must adapt to its buyers.
He spin method It is based on 4 phases where we go from knowing the needs of our client, to the benefits of our infoproduct. We are going to explain each stage better.
Situation
In order for the client to feel truly understood by us, we must know their situation. Why he is seeking help and what situation he is presenting. Let the client speak first and express from his perspective what needs he has and how you can help him.
Ask questions like:
- What brought you here?
- How can I help you?
- Tell me, what situation do you have?
Problem
Knowing your situation, the problems you present will begin to emerge. At this point you must make sure that it is as punctual as possible, know each limitation that your potential client has, because based on these questions, you will begin to offer the solution you have.
What questions can you ask?
- In itself, what is your biggest obstacle?
- Tell me about the difficulties you present.
- In what area are you really looking for a change?
Implication
With these types of questions, we want the client to know the seriousness of the problem. Without exaggerating, we must make our buyer see that if he does not solve this, he may have greater difficulties or in the long run. We can tell this stage “stir up the problem”.
Example questions:
- Do you know the consequences of not solving that difficulty?
- Do you think it is appropriate to wait longer for a solution?
- Do you know the results you will get when solving it?
Related content: Marketing actions to boost your business
Needs and benefits
Now yes, to highlight and sell an info product in the best way. Let’s start highlighting our benefits! Ask the best benefits they want to achieve with your info product and tell them “I got it for you”.
We share 3 questions that work:
- If you could solve all your problems with an info product, would you buy it?
- What results would you like to achieve together with us?
- How long do you think it will take to achieve your goal?
Related content: Keys to identify the needs of potential customers