- July 2, 2015
- Posted by: greendot
- Category: Uncategorized
Pretend you’re on a first date with your prospect.
Get curious about them. Ask about the products and services they’re already using. Are they happy? Is what they’re using now too expensive, not reliable enough, too slow? Find out what they really want. Remember, you’re not conducting an impersonal survey here, so don’t ask questions just for the sake of asking them. Instead, ask questions that will provide you with information about what your customers really need.
When you learn what your customers need and you stop trying to convince or persuade them to do something they may not want to do, you’ll find them trusting you as a valued advisor and wanting to do more business with you as a result.
Pay close attention to what your prospect isn’t saying.
Is your prospect rushed? Does he or she seem agitated or upset? If so, ask “Is this a good time to talk? If it’s not, perhaps we can meet another day.” Most salespeople are so concerned with what they’re going to say next that they forget there’s another human being involved in the conversation.
Keep improving your sales skill.
Keep reading for the next law.