"How" Power Sales Tip
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Free PDF Download How To Exceed Customer Expectations - By Jim Meisenheimer |
I got an idea from Art Sobczak's Telephone Prospecting And Selling
Report.
In one of his articles he talked about sales questions. What made his
article especially interesting and powerful was that each question began
with "How."
In addition to Art's questions I've added a few of my own:
>>> How do you define quality?
>>> How are you budgeting for this project?
>>> How are you planning to make the decision for . . . ?
>>> How have you evaluated these products in the past?
>>> How have you evaluated suppliers in the past?
>>> How have you quantified the cost of the problem you're trying to solve?
>>> How can we help you improve this?
>>> How often does this happen?
>>> How are you doing it now?
>>> How often does your current supplier do business reviews?
>>> How can we make this work for you?
>>> How can we make this happen?
>>> How can we speed up the process?
>>> How am I doing?
Use these questions to get your prospects and customers talking. The
more they talk - the more you'll learn about them. And of course the more
you know about your prospects and customers the easier it will be to solve
their problems.
There's one more "How" question I suggest using on a daily basis.
It is an introspective question which promotes continuous self-
improvement. When you ask this question on a daily basis you will
experience dramatic growth and prosperity.
It takes courage to ask this question because it assumes there is still room
for improvement. If you have a big ego you may not be comfortable asking
this question.
The perfect time of day to ask this question is at the end of the day - after
your last sales call.
And when you ask this question be sure to consider the following:
>>> Making appointments
>>> Establishing goals
>>> Managing your time
>>> Communicating effectively
>>> Identifying opportunities
>>> Qualifying opportunities
>>> Adjusting selling styles to buying styles
>>> Presenting solutions
>>> Overcoming objections
>>> Asking for the business
>>> Measuring what matters most
>>> Having an attitude of gratitude
Imagine spending a few minutes every day thinking of ways to improve.
Also try to imagine the impact continuous improvement will have on your
sales and your personal income.
You can trigger your self-improvement program by asking one simple yet
profound question.
The question is "How can I do it better?" These six words are the catalyst
for continuous self-improvement.
Every time you ask the question, "How can I do it better" you automatically
raise the bar on your level professionalism.
The reward asking this question is continuous improvement.
Why say something when you can ask something?
When you ask these questions, be prepared to listen and take notes.
I'm convinced the less you say the smarter you'll sound.
Say less and you'll sell more!
That has a nice ring to it!
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Free PDF Download How To Exceed Customer Expectations - By Jim Meisenheimer |
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About the Author: Jim Meisenheimer RSS for Jim's articles - Visit Jim's website
Jim Meisenheimer publishes the Start Selling More Newsletter. The focus is on common sense sales tips and selling strategies based on practical ideas that get you immediate results. You can get more information and sign-up for my FREE Newsletter at http://www.startsellingmore.com Discover the 12 Best Sales Questions To Ask Customers. When you ask these sales questions, you won't be selling you'll be solving your customer's problems. You'll close more sales when you ask these 12 clever sales questions. And your sales will take-off! Go here now: http://meisenheimer.com/products/salesquestions.htm Click here to visit Jim's website. Sales Management You Got The Job Now What How To Get Motivated To Be Outrageously Successful In 2007 Dress For Success When Job Hunting Boomers Are Booming High Performance Selling |
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