Soon little goblins and witches will be knocking on doors; holding out their hands or bags; and asking "Trick or Treat?" So what makes them any different than you as a professional sales person?
1. Do you come knocking at a prospect’s door?
2. Do you believe that you are perceived as a trickster who through some fast tricks (questions) wants to take the treats (money) from your prospect’s treats?
3. Do you believe that your prospect would rather not open the door in spite of your costume or first impression?
So what is a good goblin, oops, I mean salesperson supposed to do to increase sales? Why not provide some value to those tricks that you are peddling?
Remember, no one wants to be sold, but everyone loves to buy. So consider how you are perceived through the eyes of your customer. Your questions can actually be tricks disguised as treats.
Now if you a cold calling, your tricks or questions will be different from having an already scheduled appointment. Yet, all questions should be:
1. Committed to writing
2. Reviewed before making your call whether physical or over the telephone
3. Based upon your research
Sales Coaching Tip: Cold calling does not mean that you are cold or unknowing as to your suspect's or prospect's needs. What is means is that you are cold to your suspect or prospect.
Adding value to your interactions with your prospect is nothing new. Probably the best way is to demonstrate your value by the quality of your questions based upon your research specific to your prospect and your own historical experiences.
Good questions are truly treats in disguise of tricks because they trick the prospect to telling you more than she or he realized. Depending upon the types of questions that you ask, you can secure more treats because other people are asking the usual trickster questions. If you want to increase sales, then take the time to improve your questioning skills and remember to think Halloween.
Want to increase sales? Think Halloween - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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