Very often salespeople fail to think of their time with a prospect as an interview to find out whether the prospect qualifies to do business with their company. Instead of asking the critical questions that will determine whether it’s possible to move the prospect to the level of customer, salespeople often find themselves hoping, wishing and even begging for the opportunity to ‘please just let me show you my goods’ and maybe make a sale.
Consider the approach that a doctor takes. A physician examines the patient thoroughly before making a recommendation, using various instruments to conduct the examination. In selling, questions are the instruments to conduct a qualifying examination of the prospect.
How you ask your questions, what you hear, what you look for and what you uncover can provide you with all the clues you need to close that important sale. Use this approach from prospecting to qualifying and from presenting to closing.
This approach is guaranteed to grow your sales. Go for it!
“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.” – William Clement Stone
John Lloyd is a business growth strategist, award-winning marketer, speaker, trainer, columnist and author of the book Smart Thinking for Crazy Times.
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