Admittedly, no matter the research we do upfront, we know little about each prospective client and how they work. Assumptions are the worst possible tactic, so how do you uncover everything you need to know to maintain professionalism, establish trust, and have the person convey what you need to know to make a desirable sale? The simple answer is to ask them questions with a credible tone of curiosity.
Mindful Selling
No one knows what a prospective client may want unless we ask, and the asking evolves into a growing Q&A session upfront. A sale is next to impossible or will never occur if we don’t know all the rationale behind the scenes. The effort begins with a simple yet powerful question, ‘Why?’
Why Ask ‘Why’?
It opens the door to a dramatic increase in information sharing back and forth. Generally, it reveals what is on the other person’s mind. The objective is to get into the mindset of another to realize their or their company’s strengths and weaknesses to realize the better way to proceed. The one question can become your ‘Aha Moment!’
Question Examples include:
‘You must be so busy; why did you agree to meet with me today?’
‘Who is your current vendor, and why are you considering changing?’
Upon receiving answers to your questions, dig deeper with more. The first meeting with a corporate client generally fills meeting time with a back-and-forth question-and-answer agenda.
People often feel disappointed when their point is not taken seriously. However, bringing humor into a conversation relaxes the atmosphere and encourages others to consider what you want to share seriously. Humor can break the tension and create a more relaxed and open atmosphere for communication, deepening the conversation.
The humor must be tasteful and generally reveal relatable past experiences with either a good or poor outcome and the lessons you derived. Do yourself a favor by experimenting with including a humorous story in your next business conversation. Why?
Most people get bored with the everyday work they need to do, but connecting with someone using a dash of humor can make the days more enjoyable. More opportunities become available when prospects realize a representative brings the following to the table:
- Sincerity
- Integrity
- Humor
- The desire to learn about the people and the company for clarity
Conveying the sincere desire to learn from the prospect and uncover answers to typically unasked questions will remove the need to discount what one sells deeply. The process can lead to earning bonuses and even the grand prize of the President’s Club. Undoubtedly, one needs to ask many questions depending upon the industry they represent, but it all begins with, Why?
Ask Yourself Questions
Compare and contrast the company conversations where you were invited in for an appointment, but only a few said, ‘Yes,’ while the rest said, ‘No.’
- Were you too pushy for the sale?
- Did you ask enough questions and include ‘Why?’ in some?
- Did you uncover enough information to create the desire to work with you?
The salespeople I knew were always relentless in their conversations, which often proved one-sided. In contrast, it is best if you allow the prospect to speak 60% of the time and you only take up 40% of the allotted time.
Conclusion:
My Story: the bullying-type salesmen were desperate to meet their quotas. They deeply discounted the cost of doing business together, making the sale almost worthless to them and for the company. Accordingly, the revolving door syndrome takes hold, which is costly for employees and employers. Worse, it harms career growth and the company’s bottom line.
For more Insights, Visit Elinor’s Amazon Author Page
Communicate to Attract Interest
Be A Story-Teller
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Sales Tips: Sell Your Perspective with Questions
- Know the needs and desires of your audience, including your next new employer, in detail.
- Research the top three competitors of each upcoming appointment to sound credible.
- Also, review the industry standards and how the competitor vs. your prospect operates and rate accordingly.
- Always be professionally friendly to encourage a deeper dialogue.
- Be observant of facial expressions, hand gestures, and tone of voice as you take turns speaking.
- If an eyebrow is raised, stop and ask the person if they have a question they want you to answer.
- As a conversation develops and brings a story to mind, share it to enjoy a deeper relationship when it’s your turn to speak.
- Inquire if anyone else will be involved in the decision and if you can meet them.
- After the meeting, should questions come to mind, call the person to ask; most often, it will be appreciated.
- Today’s insights are provided to help you achieve the Smooth Sale!
Today’s insights are provided to help you achieve the Smooth Sale!
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