Questions answered provide improved direction
The best sales technique is the exact opposite of what most salespeople do. Instead of endless talking and boasting of one’s services, the truly accomplished salespeople will instead ask questions; lots of them. The answers to these questions provide insight as to what the prospective client or hiring manager is thinking.
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As you become proficient in asking appropriate questions, it seems as if you have become a mind reader. And when you are in the position of mind reader, you are then strategically placed to either get the job offer or the sale. But there is one more highly important question broken up into two parts:
What are your business goals? What are your personal goals?
The two components are related yet distinct. And most prospective clients will be surprised by your asking as well as pleased. You may be amazed by the conversation that follows. It becomes very personal which is the better way to develop the relationship. The wise keep all personal information shared as confidential. Once relationships are built on solid ground, then business development blossoms.
Through the question and answer process, it is your prospective client who teaches you how to sell to them, and to the company if it is a larger establishment. In fact, they sell you on doing busing with them and instruct how to go about it. Take notes on the instruction as if you were in a classroom. Those prospects who are willing to teach become the best clients.
Once you get the sale, return with follow-up questions such as, “Do you have added suggestions for increased performance?” and, “How is the service or product meeting your expectations?” Upon hearing praise in the answer to the last question, follow up with, “Do you know of anyone else who may be interested in a similar service?”
The last question leads the current client into providing repeat business, referrals and testimonials – the definition of the Smooth Sale!
Read Addtional Strategies and Techniques:
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
Read Details: Elinor Stutz Video Biz Coach
