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I often have conversations with prospective clients who ask me to teach there people to close more. They believe that the more salespoeple close the more they will sell. You can even tell in his language. What he wants is some simple old fashion, old school ‘always be closing’ 1970’s ‘pushy selling’ training. That in a lot of cases will get an immediate result. It scares the Read the rest of this entry »
We are all taught to ask questions in our sales presentations. However quite often in our haste to get as much information across to the prospect we invariably, not only ask fewer questions then we should, but also ask weaker questions that don’t help to truly understand how to help the prospect get what they want. We ask great questions to find information, motivation and emotions.
I am often asked how many questions we should ask. I will always reply ‘as many as takes, for your prospect to realise that you have the solution to their problems’.
I am often astounded with the speed that sales people want to ask ‘big’ exploratory questions that are obviously structured to get the prospect to criticise their current user. This will not help you at this stage.
A structure is needed to work your prospects train of thought to your solution. While taking him past his problems so he can relive the emotions they caused or indeed still cause.
The first type of questions needs to build Read the rest of this entry »
