One of the best
ways to begin uncovering-customers-needs is to ask really good open-ended
questions might be the right thing
to do, but doing it right is the challenge
for most salespeople.
And here's a
big reason why. Salespeople just talk
too much. For most salespeople their
mouths are the center of their universe.
If you believe
you can earn a lot of money by talking,
there's an even better way. It's called
In sales you
should employ your ears before you
engage your mouth!
I just saw the
results of another study. Customers
were asked, "What bothers you
most about salespeople?" More
than 50% of the people surveyed said,
"Salespeople talk too much."
way to stop talking too much is to
start asking some good sales questions.
Ask your sales
prospects and customers about their
Ask them to
talk about their challenges, and find
out what's keeping them up at night.
Ask them about
the qualities they're looking for
in the products they need.
can also ask them to tell you how
they measure success when using these
products. Getting the answers to these
and other great
sales questions will make uncovering-customers-needs a much easier process
One of the reasons
why salespeople talk too much is because
they have so much product information
in their heads.
The more you
talk the less you're able to learn
about your sales prospects and customers.
And the less
you know means you have to tell everything
you know about your products.
be so much easier to ask really good
sales questions and then personalize
In fact, after
you ask your last question, you could
say, "Based on what you just
told me I'd like to show you how our
products would be the perfect solution
for the challenges your dealing with."
statement says you've been listening!
of telling your sales prospect everything
you know about your products, you
can tell him exactly what he needs
Doing it this
way, dramatically increases your relatability
For best results
forget about persuading and convincing
your sales prospects and customers.
you focus on uncovering-customers-needs you can help them buy the best
your sales prospects and customers
talking is easy - just ask them the
right sales questions.
Who Want To Get Into
Let's say you're a very successful
sales representative. Imagine you
have a strong desire to get into sales
or later you'll have the opportunity
to interview for a sales manager's
the interview you tell the interviewer
you have completed a 24 week Sales
Management Training Program. You did
this on your
own initiative and paid for it out
of your own pocket.
I heard this during an interview,
I'd be thinking this is onefocused,
mature, and proactive sales person.
would get my attention and likely
get you the promotion.
Tips To Reinvent & Distinguish
From Your Competition.
in 3 formats:
Print, eBook, and CD.
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