There is only one way to effectively find out what is going on in our prospects head… ASK QUESTIONS!
As I have said before… "Good questioning technique is the most important (and powerful), competence that salespeople can develop. FACT: People are usually SKEPTICAL ABOUT WHAT THEY ARE TOLD however, they generally BELIEVE WHAT THEY SAY. "
So…. If salespeople ask the right questions they increase their chances of uncovering the prospect's real desires or wants. The additional benefit is they usually end a with the prospect believing that they are credible and that the salesperson's product information or ‘sales’ claims are truthful.
Remember before you start asking a prospect questions you should ask for permission to do so. A good basic start is, "In order to help you find what is best for you do you mind if I ask you a couple of questions". It's all about good communication and human relation skills.
More sales stuff on: http://www.orglearn.org.
Something I learned early in my career is that people generally don't want to tell you no or perhaps the real reasons they are not willing to buy from you. If you accept this, you will waste a great deal of your time and never move a sale forward. An effective technique to use is the "assumptive close". By presenting a contract for signature, or assuming that your prospect is ready to buy from you, the prospect will usually disclose the real objection they may have.
ReplyDeleteThis then, gives you a reasonable opportunity to overcome the real issue(s) and move the sales process forward.
Many times I will ask what can I do for you or How can I help you? before I begin so I know what it is they need.
ReplyDeleteWhen handling these kinds of things, communication is very important and you should be able to point out and ask for questions.
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