Questions Sell Better than Facts
A friend and I were discussing with others whether or not they lead their prospects into the sales funnel. They weren’t certain what we meant or how that is possible.
The problem lies where most businesspeople begin appointments by telling their psopect everything they know about their service or product without taking the time to understand the prospect first. On initial meetings it is best to act as the consultant by asking questions such as, What caught your interest to invite me in today? Through the questioning process, you will be able to pinpoint how you can best help.
Once you have a clear understanding of the situation, you can easily lead the prospect by stating how you work and the results you achieved for other clients. You can then clearly state what you need your prospect to do next in order for you to help them achieve the results they want – and they will follow.
Take the leadership position every time and it will be a smooth sale!
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