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We all do this all time. In a sales situation you need to ensure that customer is there now, imeediately and stays there, both physically and mentally - How do you do this ... by asking a question ...
"Can you tell me, what was it about my advertisement that caught your eye?"
"How can I help, Mr / Mrs Smith?"
"What is it you're looking for"
Note that question you ask should be an open question - that is a question which cannot be answered Yes or No, otherwise you cannot make sure they are there, and conversation becomes a little short.
A closed question is one that can be answered by a Yes or No, such as "Do you like our product range?" and these should be avoided during sales process, if possible.
There is no need to become paranoid about open and closed questions but, once again, practice makes good (if not perfect)
So, rather than saying "Do you like our products?", how about "What do you think of our products?"
Listening to answer to an open question will allow you to identify customers needs and wants and find out what turns them on (and off).
This is a vital part of successful sales process - practice it.
Believe it or not, by asking questions and listening I became No 6 sales person in a team of 300 within 2 months, I was operating in a rural area and earned over £1200 commission in one day ( and that was in 1987)
You cabn become a start salesperson for your business by become a star listener, or - keep talking and losing out on sales that could have been.
John Saxon This e-mail was sent from fastlink solutions limited for further information please mailto:firstname.lastname@example.org or to visit our web site click on http://www.fastlinksolutions.btinternet.co.uk