Curiosity may have killed the cat but it never hurt a sales person

Over the weekend I was talking to a friend who recently retired from the local police force. He is interested in strating a new career and is interested in sales. He asked me what qualities make someone a great sales person? My answer was "curiosity!" Curiosity leads a person to ask lots of questions, a good habit for anyone to possess, but vital for sales success. Prospects sense this genuine interest in their business and open up to the curious sales person. This questioning not only uncovers customer needs and problems but also gets the customer thinking. Curious sales people engage their customers, uncover their problems and get them thinking about solving those problems--a great formula for making sales.

Keep Smiling, Keep Selling!

Thanks

Jim Busch

The secret to success in sales

Here is an important thing to remember if you are a sales person:

"People like to talk a lot more than they like to listen!"

I was out with a sales rep today who told me that many customer's won't give him 30 seconds. Once I saw him in action i understood why--he never asked a question but just babbled on about our products. People are only interested in your product if they think it can benefit them. You have to uncover problems and opportunities by listening to them. I visited several of his "quickie" customers and engaged them in some lengthy and useful conversations. They opened up when I showed some genuine interest in them. Like everyone else we like to talk, but if we want to make money as salespeople, we need to suppress the urge to open our yap! Keep Smiling, Keep Selling! Thanks Jim Busch

Information Gathering Phrases

Before we can sell a customer we need to collect information about their business and their problems. Here are some of my favorite phrases to get (or keep) customers talking:

• Could you give me your perspective on...


• Tell me more about...


• Would you elaborate on...


• Could you give me an example of...


• What else should I know about...


• What else would help me understand...


• Talk to me about...


• How do you handle...


• How does _________fit into the picture?


• Tell me about your experience with...

Use these to get the information you need to make a sale.

Keep Smiling, Keep Selling!

Thanks Jim Busch

State a benefit with a question

Customers are naturally wary of statements by sales people. Like most people they don't like to be told what to do. This is why questions are the best tool a salesperson can use to fully engage a customer. Instead of stating a benefit, "My product targets the local market", use a question to get your point across, "How important is targeting the local market" This not only highlights your point but causes the customer to think.

Keep Smiling, Keep Selling!

Thanks

Jim Busch

Small Business Psychology

Many people dream of going into business but only a small percentage of the population actually takes this big step. One of the big motivators people give for opening their own business is independence, they want to be their own boss. Bear this in mind when calling on small business people, these folks don't like to be told what to do. This why high pressure techniques are so ineffective in our business. The best way to sell entrepreneurial types is to use good question technique. Ask questions that help your prospects discover the need for your products on their own. Always remember these people resist being pushed but that they are easily led when they see the value of your offering.

Keep Smiling, Keep Selling!

Thanks--Jim Busch

Quote of the week

"You can tell whether a man is cleaver by his answers. You can tell whether a man is wise by his questions." Naguib Mahfouz

Questions are the steering wheel of a conversation. By asking good questions you can direct a call and uncover problems that your products can solve. The best sales people let the customer do most of the talking only speaking when what they say can advance their purpose.

Keep Smiling, Keep Selling!

Thanks

Jim Busch

Finding a good headline

I am sorry this blog went out late today--I was experiencing technical difficulties.

Research has found that that ads with effective headlines out perform ads that lack a good lead. A great question to ask to identify potential headline ideas is: "When potential customer call you on on the phone what questions do they ask you about the business?" A good headline answers this question for its readers. For instance if many people call and ask "Do you deliver?" then " Free Delivery" would be a good headline. You have to remind the advertiser that for every person that calls there are probably several who won't make the effort. By using the headline of the ad to proactively answer consumers question you increase the chance that they will do business with that firm. It is a good way to get a client to think about what their ad is saying to potential customers.

Keep Smiling, Keep Selling!

Thanks Jim Busch

Great Question

Here is a question that I like to ask to uncover a customer's USP (Unique Selling Proposition). If you ask a prospect what sets them apart from their competition you often get a shrug of the shoulders and a "I don't know." I use this format to set up the question and create a visual for the client: "Mr./Ms. Customer, imagine that I am the worst comparison shopper in the world. Before I will buy your product I bring you and all of you competitors into a room and set you all around a table. One at a time, I ask each of you "Why should I buy from you instead of one of these other guys?" What would you tell me?" Asking the question in this way usually generates a good response from the customer. I often find that what they tell me makes a great headline for their ad.

Keep Smiling, Keep Selling!

Thanks Jim Busch

Foundation Questions

I have always believed that questions are the key component of any sales call. You should always plan your questions prior to the call. Progress from broad to more specific questions. Unlike many trainers, I like to ask a few close ended questions (Questions that can be answered with 1 word) at the beginning of the call. Asking these questions loosens up the customer and starts the conversation rolling. The longer you talk to the customer the more you tear down the natural wall that exists between a sales person and a prospect. These questions lay a foundation that you can use to build a solid relationship with the client. Don't waste any questions, make sure each question you ask uncovers information you can use to close a sale.

Keep Smiling, Keep Selling!

Thanks Jim B.