Unlimited Sales Success: 12 Simple Steps for Selling More than you Ever thought Possible by Brian Tracy & Michael Tracy

Author:Brian Tracy & Michael Tracy
Language: eng
Format: epub
Publisher: Amacom

The more you ask questions about what the customer is doing now, and what the customer would like to achieve in the future, the more you trigger answers and responses that uncover customer problems and needs. The more you ask questions, the more you uncover gaps that you can fill with your product or service. Professional selling is not manipulation. It is a process of discovering the real needs and problems of your prospect, and then showing the person that those needs can be fulfilled with your product or service.

Your ability to ask skillful questions and to then listen carefully to the answers is the true mark of the top sales professional.

It is imperative that you approach selling methodically. Your ability to use questions to uncover needs is an essential skill, but one that requires patience and practice.

My favorite way of starting a sales conversation is to say, “Tell me about your business.” This simple but powerful open-ended statement will reveal more than any one specific question. Whatever the prospect is currently dealing with will normally surface if you open with this statement at the very beginning of the conversation. You can expand this statement with another, such as, “I have read all about your business on your website and have a basic understanding, but I was hoping you could tell me a little bit more about your business.”

Have a pen and paper handy to write down everything the customer says, and use this information to ask laser-targeted questions. Prospects and customers are always impressed when you take the time to write down what they say.

—MT

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