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"Straight Answers Beat Sales Ploys Every Time"
Dear
Top Secrets Subscriber,
We all know that we need to maintain control of the selling
process and that whoever is asking the questions controls
the conversation. But how you maintain control
of the conversation is also important. Some training
techniques (particularly those popularized in the
"Swingin' 70s") advocate answering customer questions
with questions. Example:
Prospect: "Does it come in green?"
Salesperson: "Would you like it in green?"
or
Prospect: "How much for your mugs?"
Salesperson: "What's your budget?"
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| Top
Secrets Author, Entrepreneur & Business Consultant,
David Blaise |
Ouch. In an era of educated consumers, responses like these are almost painful to listen to.
Ignoring Prospects' Questions Does
Not Benefit You or Them
Naturally,
as sales professionals, we don't want our presentations to
get derailed. There are often times when we would prefer to
put off answering questions (particularly those related to
price), until after we have completed the major points of
our presentation. However, ignoring or disregarding our client's
questions is not the appropriate response. In nearly every
situation, we're better off providing a basic response, followed
by a quick question to redirect the conversation back to where
you need it. Example:
Prospect: "Does it come in green?"
Salesperson: "I believe it does, but I'll confirm the exact colors for you. Is this for an ongoing promotion?"
or
Prospect: "How much for your mugs?"
Salesperson: "The pricing will depend on the style you want as well as the quantity you're ordering. Who do you plan to give them to?"
Relationship
marketing is about relationships. So shoot straight. Answer
your client's questions to the best of your ability based
on the information you have, then do a quick "redirect"
by asking a question designed to get them back to providing
the information you need to close the sale.
If
you are ready to improve your results dramatically, call
us today, toll-free at 1-800-494-2721 and begin a full-year,
risk-free test drive of Top Secrets.
- If
you're doing less than $250 K/year, click
here.
-
Or
call us today with any questions at 1-800-494-2721.
Sincerely,
David Blaise
Top Secrets of Promotional Products Sales
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