Talking Sales? Talk Straight

Always Get an Answer to Your Question - Salespeople like to talk, especially about their products and services. But the more questions your prospect answers for you, the more you will learn about how you can convert him into a customer. The best way to get your questions answered is to use a technique known as reversing, which is answering a question with a question. If a prospect asks if you have a certain feature associated with your product or service, you should respond with a question. Ask why the feature is important rather than launching into a discussion on its benefits.

Don’t Assume, Ask Questions - The minute an amateur salesperson hears a customer’s problems (which they probably have heard many times before), they assume they understand the customer’s needs and immediately start trying to solve them by demonstrating their know how. Don’t assume you know what the customer’s real problems are. Let the customer tell you. Ask questions like: Tell me more. How long has it been a problem? What have you done to try and fix it?

Don’t Beg, Get Invited In - Most salespeople will do almost anything to get in front of prospects, even begging for an appointment with ploys such as “I will be in your area on Wednesday morning and I just want to drop some information off.” Get the prospect to discover why they should see you. If they indicate they are struggling with cold calls, for example, ask “Why don’t you invite me in to see if I can help?”

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