From Steve Ingemi
Why is it more important to get information in a sale call rather than give it?
How do you run a successful sales call without informing?
How do you get a customer to tell you anything you need to know in order to tactfully bring about a sale?
You do it through the skillful use of questions.
Sales techniques have not changed much through the ages except for one very important aspect. Top salespeople most probably have always done it without knowing it.
It’s called counselor selling. We all know that we should be a good listener. There is a lot to be said for the old adage “God gave you two ears and one mouth so we should listen twice as much as we talk.”
But, we would be wise to become a good questioner, sensitive to the needs of others, to serve the prospect as a consultant not a hustler. We should be simpatico.
What kind of questions should you ask? 1. What? 2. When? 3. Where? 4. How? 5. Why? 6. How much? 7. Why do you say that?
How about: What ideally would you want your new sign to accomplish?
