Wednesday, March 23, 2011

May I help you?

Here is a simple fact of life--most people don't like to be told what to do, even if what they are being told can help them. This fact makes offering advice to a customer tricky. Professional counselors use a technique to overcome this challenge that works just as well for sales people. When offering a suggestion or advice ask for permission upfront. For example you can say: "Are you open to some suggestions on your ad?" or "I have a few ideas to help you market your business, would you like to hear them?" Customer's seldom if ever refuse you permission to proceed and this method makes them receptive to your ideas. This comes off as less pushy and more consultative.

Keep Smiling, Keep Selling!

Thanks

Jim Busch

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