When you focus solely on the positive virtues of your product, you cease to be a reliable resource. One of the biggest complaints of customers today is that salespeople make the product sound βtoo good to be true.β
One of the most important jobs of a salesperson is to manage the emotional state of the client. If the prospect seems scared, tell a story or ask a question that will help them relive a positive memory. If your prospect is bored, speed things
Are you paralyzed by fear? Good. Top salespeople know that the more fear they feel, the more important it is to tackle the fear. What youβre afraid to do, you must do. The question youβre afraid to ask, you must ask. Get out on the
Your prospect loves it and tells you youβre terrific. Furthermore, this is the exact product theyβre looking for. Then out of nowhere they tell you the dreaded, βI need to think about it, weβll get back to you, βor βI need to run it by
Many salespeople think βIf itβs just cheap enough, theyβll buy it.β Iβve got news for you: if you make anything cheap enough, someone will buy it.
Asking the right questions in the right way and at the right time is a powerful combination. Questions transform your relationships and allow you to uncover customersβ deep, often hidden emotional needs.
It might surprise you, but your biggest competition is not the cool new mega brand down the street, itβs not the slick young sales guy that just joined the team and itβs not that your product is for sale cheaper somewhere else.
As salespeople, we all know we should listen more than we talk, but why is it that many of us still talk about ourselves way too much?
