| "What do we hate most about salespeople?".....they | | | | packages. Later after the woman had left the |
| simply, never stop talking. How many salespeople | | | | dealership she ended up calling the service manager |
| have come into your office, sat down and proceeded | | | | to ask if they vehicle had Roadside Assistance, he |
| to tell you every benefit about what they are selling, | | | | replied "no, that is an extra option you can buy at |
| without ever knowing what you need. Typically, they | | | | the time you purchase the vehicle." Her response |
| don't ask the questions, but rather tell you what they | | | | back was, "I was never asked and my husband is no |
| want you to know. So, the result is, a frustrated | | | | longer able to change a tire in the event we should |
| prospect who feels as if their needs have not been | | | | have a problem, is there any way we could add |
| met. Difficult as it may seem, this very common | | | | this?" The service manager was happy to handle this |
| problem can be addressed rather simply by just | | | | request, however the sales rep didn't finish his |
| asking questions and listening effectively. By doing | | | | questions, therefore missing out on a potential sale |
| these two simple tasks, the prospect will tell you | | | | for himself. Essentially, he left money on the |
| what they are looking for and more than likely, the | | | | table.Finally, after you've asked the correct questions |
| sales rep will close the sale.First, a good questioning | | | | it is important to restate what you have learned and |
| system is essential because you want to keep the | | | | clarify that you have it right. You can do this by |
| client talking. If questions are asked properly, you | | | | restating two or three of the most vital things you |
| should never have to close a client. Your objective on | | | | learned from your conversation with the prospect. |
| an initial call should be to find out what they are | | | | After you've gained agreement, go ahead and come |
| currently doing, what they like about what they are | | | | up with a solution by using the phrase, "What if we... |
| doing, and what would they improve. Some ways to | | | | were to put together a scope document outlining |
| encourage the prospect to continue talking would be | | | | what we've discussed today and schedule a time to |
| to use phrases such as what else, name another, | | | | get back together to confirm what might be some |
| how, why, be more specific, could you elaborate, and | | | | possible solutions." By using the statement "What if |
| what do you mean. These phrases will allow you to | | | | we...." You aren't assuming anything and you are |
| get more specific information rather than vague | | | | including the prospect in the decision making process. |
| responses.The goal should be for each question to | | | | In addition, this allows for a smooth transition in the |
| generate 3 pieces of information that allow you to | | | | sales process, they are basically selling |
| move to the next step. Prior to that first face to | | | | themselves.The art of asking good questions is |
| face meeting, you want to find out some of the | | | | essential to increasing sales and achieving total |
| challenges so that your initial meeting allows you to | | | | customer satisfaction. They are definitely going to |
| confirm their biggest challenges and what some | | | | return to a salesperson that is able to effectively |
| potential solutions might be. This will allow you, the | | | | identify their needs and offer solutions that solve |
| salesperson to move the process forward.During the | | | | their problem. Asking the right questions is not only |
| sales process, many salespeople fall into the trap of | | | | good sales but outstanding customer service as well. |
| not asking enough questions, posing a solution and | | | | Good questioning should be used in every level of an |
| basically, leaving money on the table. An example of | | | | organization, on an everyday basis.Tim Hagen owns |
| this might be, a car salesman who is selling cars has | | | | Sales Progress LLC a sales consulting and |
| just sold a brand new 2005 Buick LaCrosse to a | | | | development firm which is located in Mequon, |
| woman in her mid sixties. She requested no extra | | | | Wisconsin. He has worked with clients such as the |
| options on the car, so the salesperson assumed she | | | | Milwaukee Brewers and Bombardier Evinrude, and has |
| was not interested in any of the maintenance | | | | increased sales between 15-35%. |