Dealing With the “S” Word
Dealing With the “S” Word
But if that thought scares you, take heart. It's easier than you think. Selling isn't what you may think it is. It's not about coming up with a powerful presentation and compelling or manipulating someone to buy something you offer.
Selling is the asking of appropriate questions so that your prospective client determines for herself that she needs what you offer.
I teach the professionals I coach that anything you can tell a client or prospective client you can get them to tell you, if you ask the right questions.
Contrary to what many of the great sales "Gurus" of the Twentieth Century were preaching, "closing" a sale is, usually, the least important part of the sales process. Sure, you have to close but, like the rest of the process, closing is accomplished simply by asking a question:
"So, should we get started?"
"What do you think the next step is?"
"When would you like to start?"
Nor is the important part of the sale the presentation. Yes, you need to explain your solution to a prospect's problem, but this can best be done as a conversation.
Ask powerful questions--questions about consequences and questions that elicit emotions and unearth an explicit need or problem--and you'll convince them early in your conversation that they should be working with you:
"How do you feel about that?"
"Is it important?"
"What's important about it to you?"
"If we can fix that, how will that affect you in the long run?"
"How would you feel then?"
Then, you can demonstrate your solution and ask for the “sale”. Turn more of your possibles into definites by asking more and better questions.
Dealing With the S Word - To learn more about this author, visit Sandy Schussel's Website.
Like this article? Share it with your friends
I'd like to talk about the other end of the client funnel-the one involving the "s" word. You know...sales. Whether you're a professional selling your services, trying to get a job, or looking for a partner, at some point, you'll be selling.
But if that thought scares you, take heart. It's easier than you think. Selling isn't what you may think it is. It's not about coming up with a powerful presentation and compelling or manipulating someone to buy something you offer.
Selling is the asking of appropriate questions so that your prospective client determines for herself that she needs what you offer.
I teach the professionals I coach that anything you can tell a client or prospective client you can get them to tell you, if you ask the right questions.
Contrary to what many of the great sales "Gurus" of the Twentieth Century were preaching, "closing" a sale is, usually, the least important part of the sales process. Sure, you have to close but, like the rest of the process, closing is accomplished simply by asking a question:
"So, should we get started?"
"What do you think the next step is?"
"When would you like to start?"
Nor is the important part of the sale the presentation. Yes, you need to explain your solution to a prospect's problem, but this can best be done as a conversation.
Ask powerful questions--questions about consequences and questions that elicit emotions and unearth an explicit need or problem--and you'll convince them early in your conversation that they should be working with you:
"How do you feel about that?"
"Is it important?"
"What's important about it to you?"
"If we can fix that, how will that affect you in the long run?"
"How would you feel then?"
Then, you can demonstrate your solution and ask for the “sale”. Turn more of your possibles into definites by asking more and better questions.
Dealing With the S Word - To learn more about this author, visit Sandy Schussel's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
|
To learn more about the Evan Elite Author Program please contact us. |
 | |
|  |
Subscribe to Sandy's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
 | ||
 |
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Non Disclosure Agreement Performance Improvement Plan NichePreneur Mindset Instant Quotes Improve Web Site Conversions |
|
 | ||
 |
Top 50 Blogs For Startups
Top Blogs To Watch In 2009 | |
 |
Top 50 Business Plans
Top Business Plan Blogs | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||
|
| ||||||||||
|
|
||||||||||