Make Your Prospective Client the Star Attraction
The biggest problem most people unwittingly make while attempting to sell is they lose focus for what is truly important. Sales can be so easy if you are willing to just stop and think about your prospective client instead of your own goals.
It’s up to you to discover all they anticipate achieving with a purchase, before you ever attempt to sell. The way this is done is by gaining as much insight as possible with questions.
No Idea of Budget
If you are tired of having your time wasted by those who do not have the money to spend on your service, a new approach is warranted. The better way to approach the subject of money is to ask the following questions:
- What caught your attention to speak with me today?
- How do you see this potentially helping you or your company?
- We have a number of offerings to help you; what is your budget so that I may tailor what we have to what you need?
Most representatives think their job is to talk and to convince people to buy. This is SO Wrong!
Listening on many levels will direct you on how to tailor the right solution for your prospective client:
- Listen to what is being said and not said; question the latter
- Clarify absolutely everything you do not fully understand in order to provide a professional proposal in the end.
- Upon seeing any hesitation or hearing a concern expressed, stop to answer in full
- Stop mid-sentence if need be to answer the question. The client will be annoyed if you don’t.
Proceeding as if you are in a hurry, don’t care, or can’t disrupt your script will have people getting up and leaving the meeting. By understanding the client’s concerns, you greatly increase the likelihood of getting the sale.
Lack of Insight
Many salespeople omit asking specific questions that address all areas of concern. They believe that by glossing over them, they won’t exist. But this is very far from the truth.
Questions to ask include:
- What remaining questions do you have?
- Do you believe what was shared today will be of service to you and your company?
When you hear “Not Now”, smile, and ask,
“Is not now forever, or will there be a better time to check in with you?”
This question usually produces a sigh of relief and willingness to give you a new date and time to reconvene and a targeted timeline for moving forward.
Most people do not follow up for fear of hearing the phone slammed or possible threats hurled their way. Follow-up is the key to making more sales.
The permission based approach inquiring of preferred communication style and date for follow-up eliminates those fears. When you do follow-up be casual and remind the person they suggested you do. Ask if it’s still a good time, and then ask to exchange updates to better understand where they are at and to help them even better than before.
Following these guidelines will build your reputation and personal brand on a positive note, and will lead you to the Smooth Sale!