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When your questions get the interest and attention of the prospect you know you have a good question. You want to be able to repeat this process with other prospects, so you need to understand why it was a good question. A a good question will: demonstrate your understand of the prospect and what they want, open up a conversation about what they really want and why they are frustrated about it, help them to see how their future could be, help them to clarify their problems and what's keeping them from having it now, help them to explore how not having whatever it is they want is impacting their life, and it helps them to explore the value of what they want to them. There isn't one question you can ask that will do all that. But there is one question that can get the prospect to engage and open up to you allowing you to ask a cascade of questions. To continue the conversation each question must make logical sense and follow with what the prospect just told you. Your great questions will separate you from your competition. As you ask questions and the prospect responds they'll start to feel very comfortable with you, and they'll feel like you understand them better than anyone they've ever talked to before. Part of the value of sales coaching comes from helping you to learn how to hold sales appointments that feel like great conversations and result in sales. You must combine intent listening with the right questions. Failure to listen to a prospects response to your questions will result in a "no sale". It's disrespectful and it makes the prospect feel like they're being sold. As a rule, people hate to be sold. Even when the item being sold is something you really want you naturally have a very negative reaction when you think you're being sold. People love to buy to satisfy their wants. When you gain the trust of your prospects they will buy from you and they will buy with enthusiasm and conviction. If you know how to hold a conversation with a complete stranger in a non-sales setting you know how to do this. It's really that easy. And as you talk you gain the trust of your prospect. Even though it's that easy most sales people act as though they don't know how to act like a decent human being when they have a sales appointment because they think they have to talk in order to help the person to buy and they think they have to use a presentation when that's the worst thing they can do. Article Source: http://www.articlewheel.com
Author: Cheryl A. Clausen can help you get unstuck. Improve your Sales Techniques get her free ecourse. Increase your sales today through Sales Coaching, check this out.
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