Questions, questions, and more questions! Sales is a journey of discovery and it's up to you to be the guide through the mountains of information available. Asking questions is the most important key in any sales transaction.
Why?
Because if you don't know how, what and why someone is interested how do you know if what you have to offer is suitable for them. If you have multiple products or different choices how can you be the guide if you are blind to their needs.
Conversations for Healthy Sales. These are the most important things to gather during your initial conversation, for a few reasons. (Continue reading for more on this topic.)
Why do they want the product?
How are they going to use the product?
What are they are hoping to get out of the product?
This is for warm sales which is determined by the customer reaching out to you by making a phone call, sending an email or clicking a link on your website. For cold sales (people you are approaching) requires a different strategy initially but as they warm up then this applies to.
Consultative Sales is about you acting as a consultant for the customer by determining their needs, providing education and empowering them to make the Best Decision for Them.
Yes, Sales is all about the customer - as a sales person, you are only the guide. Guide
Be Honest, Have Integrity and watch the sales pour in.
It's amazing how fearful people get at times and think they need to convince, manipulate or apply creative fast talking sales talk to get people to buy things. Listen here - people LOVE to buy things, it's in our nature... so give them the knowledge and empowerment they can't get online, that they can only get by talking to you, the expert and trust that they know what they need.
The Truth is...
Loosing a bad sale is GOOD.
Because...
Residual (repeat) sales are MUCH more important and profitable than one time BAD SALES.
Magic Eight Formula
Open Ended Questions - Closed Ended Questions - Thoughtful/Open Ended Questions
Open Ended Questions
These are questions that create an Open response meaning someone actually has to tell you something in order to answer - NO yes or no answers. Start your questions with What, How and Why - this might help you out. These types of questions are great when you want to learn and gather information... now Thoughtful Open Ended Questions are the next level.
