Here's an easy test for you to try next time you're in a one-on-one sales situation. Consciously observe how much you’re TELLING … and how much you’re ASKING. You may find the results of this experiment very interesting.
Unquestionably THE most powerful approach in selling is by asking questions: questions about your prospect, their situation, their needs, and what they're looking for.
The temptation however is to revert to TELL MODE.
A salesperson needs to be like an investigative doctor, asking about the symptoms of a patient to diagnose the problem before prescribing the treatment. In the case of the doctor, doing it any other way would be professional malpractice. Not asking questions in selling is malpractice too.
The great thing about asking questions and listening to the prospects answers is that you can then ‘prescribe’ the solution exactly for their needs, and use their language.
The temptation however is to revert to TELL MODE.
A salesperson needs to be like an investigative doctor, asking about the symptoms of a patient to diagnose the problem before prescribing the treatment. In the case of the doctor, doing it any other way would be professional malpractice. Not asking questions in selling is malpractice too.
The great thing about asking questions and listening to the prospects answers is that you can then ‘prescribe’ the solution exactly for their needs, and use their language.
Remember this phrase: “Based on what you've told me, 'X' would be the most appropriate service/product for you. Remember how you said you are looking for …”
Easy. Powerful. And so few salespeople do it effectively.
Easy. Powerful. And so few salespeople do it effectively.
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