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Stop Assuming And Start Asking
| Guest post by: Alex Pirouz |
Article Overview: The mistake that is most common throughout the sales industry is that, sale consultants think they know what their clients want rather than ask. By asking the right questions you will not only uncover your clients buying strategy but most importantly find out if you can deliver on what they are looking for.
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Free Download - Do You Know Your Customers Personality Type By Alex Pirouz |
Stop Assuming And Start Asking
It is a
lot easier to deliver what the client wants in your product or service than it
is to guess or assume. If you identify your clients need, you will then be able
to simply deliver that to them, saving you both time, money and improving the
experience.
To do
this we need to put ourselves in our customer’s shoes and think the way they
do. The best part of this exercise is: you don’t have to be a physic to do it.
You see as human beings when we go to buy a product/service we are always
thinking: what’s in it for me (WIIFM). How will I benefit?
And this
is where 95% of sales people go wrong, they assume that they know what their
client wants in order to be interested rather than ask. By making this
assumption, you run the risk of talking about things that the client has no
interest in, there by losing that client forever.
So what
is the best way to find out what a client wants? You ASK questions! But not just
random questions; you want to ask questions which are going to give you the
information necessary to know their formula and the reasoning behind it. There are
several questions you can ask, but after continuous testing the one that has
produced the best results throughout my time in sales is the following
question:
When looking for a ………….
(product/service) what would need to happen for you to know ……………
(product/service) is the right one for you?
When you
ask this question, the customer will outline for you the criteria they need to
meet in their mind in order to purchase from you.
For example:
Let’s say
for instance you are a car salesman, and you want to figure out what your
clients are looking for in a car. You proceed by asking them:
You: Mr
Jones; when looking for a car, what would need to happen for you to know which
car is the right one for you?
Client:
Well to be satisfied with my purchase I would need:
a) It to be black
b) Have air conditioning
c) Power steering
d) Low on fuel and Km’s
e) And most importantly have a good
engine
At this
point you have uncovered what Mr Jones wants in a car, so your job now is to
figure out whether you can fulfil his needs. If you can, then you have a deal,
so go right ahead and assume the sale. If you can’t, be respectful and let him
know upfront that this is not something you can help him with.
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Article Tags: advisory, Building A Business, business, Business Advice, Business Consultant, Business Sales, Business Strategy, cash, Consultant, Entreprenuer, increase, Internet, Lead conversion, Leads, Making Money, Marketing Strategies, online, online business, Online Sales, performance, revenue, sales, Sales Expert, Sales Force, Sales Leads, Sales Secrets, Sales Team, Sales Training, Strategy, Tele Sales
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About the Author: Alex Pirouz RSS for Alex's articles - Visit Alex's website His ability to increase revenue, surge sales, produce compelling sales teams, and create an environment where sales executives love being at work, have made him one of the go to guys in Australia when organisations look to increase sales within any sector or market. Key Achievements: -- Produced over $4.13 million in sales in just 9 months of Business and Sales Advisory. -- Increased sales by 700% in less than nine weeks for a personal development company -- Increased attendance rate of participants at events by 400% -- Created revenue of $1.63 million in his involvement as a General Manager for a direct sales company. His ability to produce results is due to his extensive experience in all aspects of the sales and recruitment department. Having worked as a Sales Executive, Sales Manager, General Manager of Redline Corporation (Direct Sales Company) and now the founder of RIDC Advisory Pty Ltd has provided him with the experience necessary to produce results for other organisations. Alex is also the sales adviser for Electricity Wizard Pty Ltd, The Entourage and Redline Corporation. Click here to visit Alex's website   The Sales Phobia That Kills Bottom Line The Single Most Important Trait Within Salespeople 7 steps to Systemising and increasing sales How To Discover What Truly Drives Salespeople Stop Assuming And Start Asking |
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