OKAY RICHARD LAST POST YOU SAID ASK QUESTIONS… HOW DO I DO THAT!

TIP 1: Asking permission to ask questions will work 99% of the time.
A good start is to say… ‘In order to save you time and to ensure I fully understand your requirements, do you mind if I ask you a few questions’?

TIP 2: As a sales contact cannot be an interrogation, some polite a relationship building questions based on what you know about the prospect and his or her company are a wise start. How are you? How many people on your staff? How was your weekend? How long have you worked for XYZ? How’s your…whatever is appropriate….

TIP 3: Effective salespeople do their best (through research) to know what to ask to ensure that their questions will get the answers they want.
Example - Don’t ask about the last dealing the prospect had with your company without checking on the success or difficulties that have gone before.


OPEN QUESTIONS GET LONG EXPLANATIONS & CLOSED Q’s GET ONE WORD ANSWERS…

free resume forms at www.orglearn.org to help get that interview

THEY DON’T WANT TO BUY, SO THEY TELL A WHITE LIE!

Often prospective buyers will give false reasons for buying (or not buying) and if sales staff cannot get to a prospects real buying motive they may miss the sale. For example to justify the purchase of say a Mercedes Benz buyers may say, “the only reason I buy a ‘Merc’ is to keep the family safe”, however if this were true why not a 4 wheel drive or a Volvo, both of which are cheaper and arguably safer. If truth was always part of the buying process many Mercedes buyers would, I suggest own up to the desire for status.

As people by nature will not come straight out and tell salespeople what they want from a product or service, salespeople need to develop a technique to uncover the truth. Perhaps they could carry a gun or bottle of truth serum however this could hamper the sale at the closing stage. What can salespeople do to find out what the potential customer (or prospect) really wants? There is only one way... ASK QUESTIONS!

Good questioning technique is important (and powerful), as people are usually SKEPTICAL ABOUT WHAT THEY ARE TOLD but generally BELIEVE WHAT THEY SAY. So if salespeople ask the right questions they increase their chances of uncovering the prospects real desires or wants plus have the prospect believe that they are credible and that the salespersons product information or ‘sales’ claims are truthful.

DO YOUR SALES STAFF KNOW HOW TO ASK A CUSTOMER QUESTIONS TO MAKE A SALE OR DO THEY JUST PITCH PITCH PITCH?

sales resume free form at www.orglearn.org