is the easiest way to find out what a person wants? You ask
them. A great mentor taught me this when I was a young pup in
selling: “If you don’t ask, you won’t get it. If you ask,
you might just get it”.
Get information before you give it. How could you ever make an effective presentation otherwise?
know where you will go with answers. Regardless of the answer,
you need to be mindful that your goal in any presentation is to get to
the next step.
You should quantify the problem whenever possible.
"In your experience, can you tell me how often that happens here?"
"How much do you think that is costing you?"
"How much time does that take when you’ve done it in the past?"
the tendency to present too soon. Some reps get so excited when
they hear the slightest hint of an opportunity that they turn on the
spigot of benefits. Hold off, ask a few more questions, get
better information, and you're able to craft an even harder-hitting
description of benefits, tailored precisely to what they're interested
in increasing your credibility.
Again, you should only talk
about your product/service after knowing specifically how it will solve
the problem, meet their need, etc. Then you can tailor your
remarks specifically and personally because you already know what
Avoid the question, "Anything else?" when
attempting to up sell. Just like when a fast food clerk asks the
same question, the answer is usually, "No."
Instead, give them
a suggestion, and help them answer. For example, after they agree
to buy an item, or a service, say, "Many of our other clients who
purchased _______ also find that ________ is also something that makes
sense for them.”
The concept of “buyer fingerprints” is one of
the simplest yet profound techniques that were ever taught to me by Dr.
One of the questions that I teach to my clients in
the real estate industry is, “Tell me, are you looking for the ideal
home in a nice quiet neighborhood?”
This question opens up the
floodgates of information when you have helped them created a picture
of the ideal home in a nice quiet neighborhood. The follow-up
question is “Can you tell me what that looks like?”
The key to
persuading your prospect is motivation. Every human being is
motivated by something. Your job is to find out what motivates
your prospect and then to fulfill that motivation.
have two major motivations: the desire for gain and the fear of
loss. The desire for gain motivates people to want more of the
things they value in life. They want more money, more success,
more health, more influence, more respect, more love and more happiness.
fear of loss appeals to the selfish aspect of people. They do not
want to lose out on losing something that they have already.
wants are limited only by individual imagination. No matter how
much a person has, he or she still wants more and more. When you
can show a person how he or she can get more of the things he or she
wants by helping you achieve your goals, you can motivate them to act
in your behalf.
When you ask your prospects questions, you should already know the answers to their questions. How is that possible Chris?
a sales professional, you should already know who your customers are,
the needs that they have, the challenges they face and what they should
be looking for. Your job is to draw out their need and to present
yourself as the solution.
You do this by asking your prospects questions.
You will learn more by asking rather than telling. ###
Visit author's website: http://www.thesalesedge.biz