The key to successful selling: Become a priority
A good sample question is, "What are your top 3 priorities this quarter and this year?" Ask this to truly understand the "why" and the "how" of those priorities. The better you understand the customer's perspective, the more likely you are to help them make an immediate and beneficial decision.
Many times a salesperson only asks questions based on their product or service and then immediately makes an offer. They ask questions about how the customer is currently using their product or service and what they like and dislike, etc. Based on those standard questions, unless their number 1 priority happens to incidentally be to purchase that product or service, that salesperson will be waiting until the customer has time to make a decision, which may never happen.
By asking the right questions, you’re able to determine how your product or service can become a top priority or sometimes just as important Maybe after asking all of the questions, you find out that your product or service cannot be an immediate benefit to the customer’s goals and priorities. In this case, you are able to plan accordingly. Accordingly means giving a more accurate forecast of when the customer will be making the purchase and most importantly knowing when to and when not to offer a financial incentive to get the prospective customer to take immediate action-versus it being a default sales tactic.
More than just a Close
There is not a magic wand for closing more sales and coming up with witty catch phrases will not do much more than get a good laugh. The real magic is in the preparation and the skill of selling. You can close more sales when you focus on the benefit the prospective customer is looking to obtain, not just the benefit of your product or service. When you understand the prospective customer’s priorities, you will be able to become a customer's priority.
Nathan Jamail is the author of “The Playbook Series.” As a former executive for Fortune 500 companies, and owner of several small businesses, Nathan travels the country helping individuals and organizations achieve maximum success. For more information, visit www.NathanJamail.com or contact (972) 377-0030.
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