Remind them of the advantages they’ll get when they buy…
…And the hassles and difficulties that will go away.
Have you ever started to email someone, found your attention hijacked by new messages waiting in your inbox – and then totally forgotten what you set out to do? Continue reading →
Questions are amazing communication tools. They uncover information, engage others, and demonstrate our own interest and caring.
We can use them to uncover facts and figures or to learn about people’s feelings, opinions, ideas and attitudes.
We can test people’s knowledge to find out what they know or don’t know about a particular subject or situation.
Questions can be used to draw a person’s attention to a particular topic, or to draw them back into the conversation when their attention wanders. On a conference call or at a meeting, we can use questions to include and engage those who might tend to hang back. Continue reading →
Have you heard the one about two psychiatrists? They pass on the street, and one nods to the other and says, “Good evening, Doctor.” A block later the other one thinks to himself, “I wonder what he meant by that?”
For most of us, “good evening” doesn’t imply anything more than “good evening.”
But in the sales process, a comment that seems like a brick wall can be a doorway to opportunity. To recognize those possibilities, we just need a positive attitude and curious mind. Continue reading →
In most sales situations you’ve got to know a lot of details about a prospect’s operation before you can offer good solutions aligned with their needs, concerns, values, and buying attitudes.
To learn those details we need to develop skill in asking questions. Skillful questioning is important because people are often reluctant to share information — especially in the initial prospecting stage. Continue reading →