We frequently work with organizations that develop processes. In working with a client recently to develop their sales process, we worked through several exercises to assist them. One technique we see that is missed frequently is asking questions.
Too many times, we are trying to sell and say the same general broad words that our competitors use. It is difficult for a business, especially ones in typically commodity businesses, to differentiate what they do. For that reason, we find that the best tool to differentiate is to ask questions and behave in a way that puts the prospect in the limelight, allows them to talk and we, as salespeople, can truly understand what they need and want by listening to them talk.
As the prospect sees us not “selling”, but listening, and feels their life and business unfold, they become clearer. They feel themselves solving problems and having more confidence in their own future, especially if we are asking the right questions.
While this sales technique can be time consuming, for a prospect that is truly caring about us in return and values the relationship as well as has the capacity to be an “A” customer, this approach can be one of the best tools to developing your business to a customer’s needs and turn a commodity into a valuable service.
By the way, this client has brought in some of the largest jobs that they have ever using this approach!
If your organization needs help learning to ask the right questions, contact our expert guides by calling 800-786-4332 or email JSabatini@AppliedVisionWorks.com. Your success is in plain sight. It just takes determination and action and only takes 30 minutes to get started!