Since the beginning of time human relationships were vital to the human race. It still holds true today that man needs to have human interaction. It is just as important when you are in the business of negotiations (Sales). People generally buy from people they like.
Have you ever had an interaction with a sales professional that you just did not like because they only cared to talk about the product they were selling and did not take an interest in what you really need ?
This is very common amongst Sales professionals. Many times as sales professionals we know our products so well that we think that our product is going to solve everyones problems. Not realizing that even if it did solve peoples problems if we don’t take the time to get to know them and show them we care, they will go to our competitors. They will buy the same product elsewhere and not from you. I’m here to tell you that you can start today by changing that from happening to you. The cure to that is learn to build better relationships with your prospects. Im sure you have heard that the most important part of the sales process is the relationships you build. Its really quite simple to do, first you have to learn to ask your prospects the right questions. Never ever start talking about your product until you have enough information from your prospects on how you can help solve their problem. Let’s say you are a realtor, and you get a prospect in your office that comes in your office wanting to purchase a home; you should have a pre set questionnaire you should be asking your prospect every single time. What this will do is first ensure that you are building a relationship with your prospect and two make sure that you have a qualified protect i.e. a prospect with a problem that you can help solve. If you are unable to do both within the first 20 minutes you will have a very difficult time closing the deal. Some questions I will ask such client would be “Why” is the purchase of a home important to you right now? If you don’t address this issue (problem / opportunity etc.) how can your life be impacted by it? Is there anything I haven’t asked you about that you think its relevant to understanding this issue? These are just a few questions that you can ask. These types of questions do both, builds relationships with your clients as well as help you uncover your clients needs.
We at Elite Sales Consulting Group know that the best prober is the best closer. When a sales professional ask the right questions it gets your clients thinking in the direction you want them thinking. Quality questions will lead you to closing more deals. To learn how to deal with objections and learn to become a better closer visit www.elitesalesconsultingGroup.com/join
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By: Martin Perdomo CEO
Elite Sales Consulting Group
“Strengthen your mind, Empower your Will”