“Timid salesmen have skinny kids.” – Zig Ziglar
Professional business people hate selling.
They have a clear association between selling and high pressure selling.
Not only that. They tell everyone that they hate selling.
Instead, when they in front of a prospective customer, they talk them to death.
Here is the simplest and the most effective solution.
Ask Questions.
When you ask questions this is what happens:
… You take control of the conversation
… Your prospective client loves the conversation because you focus on them
… You come across as someone who is interested
… You get a better understanding of your prospect’s needs to be able to help them better.
Seth Godin in a recent blog talked about how a Girl Scout (Guide) doubled her sales by asking a genuine question.
“What is your favourite kind of Girl Scout cookie”?
This appears to be a harmless question from the heart of a Girl Scout.
This question instantly transports the adults memories Girl Scout cookie days.
This question emotionally connects the buyer immediately to a great cookie experience.
Great Questions really prise open your prospects receptors.
The more clarity you can bring to your prospect’s problems, they are more likely to engage your services to solve it.
+ Ravi Peal-Shankar
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