Successful Salespeople Live in an =
By Laura Maver Ward
With summer rapidly approaching, memories bring me bac=
k to
my childhood, when I was living on an island in the middle of the
A few years later, I sold paintings in my grandfather’s art gallery (age 15). I loved it! I really didn’t know much about sales back then. As I reflect back on that special time, I = do remember learning that selling requires strong relationships.
What I didn’t know back then, is that as salespe= ople, we live in an ocean of questions. Questions surround us. That’s the beauty of sales. Yes, you read that correctly. I did say beauty! Why? Becau= se every question answered by a prospect and every question asked by a prospec= t, moves us closer to what we desire in the first place –gaining a loyal, “Raving Fan.”
Questions and answers are necessary for people to make= a decision. Yet, most of us fail to embrace this reality in our journey from taking a prospect to a loyal, raving fan. If you are a person who fears questions, then it’s time to get over it. If that’s not something you = can do, then perhaps it’s time to find another line of work, where sellin= g is not a requirement for your survival.
For those who are ready to overcome the fear of asking= and receiving questions, I invite you to join me for a dive into the ocean of questions.
Is Your Prospect Worth Your Effort?
Before venturing into the deep sea of questions and an= swers, I like to know if the opportunity is a viable one. Early in the process, I = want to know five things. A “no” answer to any of these doesn’t necessarily tell me “no, never!” It tells me “not now.= 221; If I hear a “no”, then I determine if, when and how to follow u= p.
1.&n= bsp; Can the prospect afford to pay me?
2.&n= bsp; Am I talking to the decision-maker(s)?
3.&n= bsp; Does their pain need a trip to the doctor or emergency room?
4.&n= bsp; Does my service fit into one of their top fi= ve priorities?
5.&n= bsp; Do they buy into me and the value I can prov= ide?
Getting answers to these questions early in the proces= s will allow you to save a great deal of time and money. It enables you to move to= the next prospect much more quickly. The first question deals with a subject th= at many of us dread – money. If that's you, then it’s time to get = over it or find another line of work. It is what it is! If they can’t affo= rd you or they don’t see the value (ROI) of hiring you, you are wasting = your time talking with them any further. It’s that simple!
Okay, so you determined that your prospect is ready to= move to the next step and you determined you aren’t wasting your precious = time and money. It’s time to dive into the ocean of questions. There are t= wo sets of questions in the ocean. The questions we ask and the questions our prospects ask.
The Art and Science of Asking and Answering Questions
Let’s set up some ground rules for asking and answering questions. You will probably note that proper preparation is a co= mmon thread throughout this list.
Successful Salespeople Prepare!
Successful salespeople don’t just ask random questions. They use a sequence of questions or “dynamic inquiry” – the right questions, asked in the right way, at the right time, and= for the right reasons.
The larger the sale, the better you have to be at usin= g a powerful, probing strategy. There are typically more meetings and more decision-makers. With multiple layers of decision-makers, there may be oppo= sing agendas, needs and wants. Personalities, politics and egos play an important part, as well.
More importantly, mistakes are very public in larger s= ales. If a customer buys products or services from someone who performs poorly, it’s often a reflection on the person or committee who made the decis= ion.
Dive into Your Future!
Remember that there is one very important objective wh= en asking and answering questions - to gain loyal, raving fans. The only way y= ou can do that is to get invited back over and over until the close of the sal= e!
So, are you ready to step up and be one of the best in= all of sales? Dive into the ocean full of questions. They surround us. ThatR= 17;s the beauty of sales! Ask…Listen…Ask…Listen…Answer…Ask…Listen. Your entire future depends on it!
Laura Maver Ward is President and Founder of Dovetail Busin=
ess
Advisors, Inc. (www.dovetailad=
visors.com),
a mergers and acquisitions and business coaching and consulting firm. Dovet=
ail
helps business owners run their business, so they can live today…and
retire tomorrow…in the style they want and deserve. She can be reache=
d at
816-448-3777 or breakthroughstrategies@dovetailadvisors.com.
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n is
included immediately after the article.
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d at
Dovetail Business Advisors, Inc.,
·
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appropriate business related publication.
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