Howdy folks! So I recently just posted on the topic of dressing and impressing, and I don’t normally post again, but I encountered a situation at work which I think is crucial to the workplace and life.
As I was making my sales calls at work I encountered a prospect who stalled me at the end of the close, and said the words every sales person loves: “How do I sign up?” (by the way my jaw dropped and I wondered HOW haha). At the very end of the call before hanging up, he said to me: “The way you got me involved in the call and so intrigued, is what sold me today Jordan…..” You guys my jaw literally stayed frozen at this point, the words were music to my ears!
SALES PEOPLE LISTEN UP THIS IS CRUCIAL! K for real, listen up…..
As sales people, we tend to get so stuck on the process of selling and doing what we wish, that we tend to forget the prospect is there and we go into “steam mode”. By doing so we not only lose the sale but we also lose the prospect. The only way we can get someone excited is by involving them and making them feel important. So the question is: How do we go about doing it? Well here is how…..
Firstly, involve your customers from the get go. We have to set the foundation for this call and if we start it out with us being closed and not making them feel comfortable we are setting out for failure (even if we have the best product in the world). Now occasionally we may run into a grumpy person (trust me I have my grumpy days), pry deeper, don’t be afraid and see what we can do to brighten their day.
Secondly, ask BETTER questions. I am so sick of people saying “but I built rapport”. What the heck does build rapport mean to you?! You guys we need to be asking questions that truly matter and get the prospect going or interested, otherwise we are dead to them. As the great Tony Robbins said: Successful people ask BETTER questions, and as a result, they get BETTER results.”
Lastly, ask open ended questions throughout the presentation. This is crucial because if we don’t we have no idea if they are even involved at this point. They could be dreaming about their ex, or thinking about the steak dinner they are going to have. Ask them open ended questions so they feel like they matter and they feel as if they are needed to make this all happen. Think about it: if you go to your dad for advice and he talks the whole time and he never asks what you think, you won’t be as engaged or as likely to listen. Reel them in like the last fish you caught, I am not saying it’s easy every time but it can and MUST be done.
So there you have it! One simple statement from a customer inspired this blog, and did you notice I tried to capture you and keep you involved by asking questions as well? So get them involved and follow these steps and it will make your sale THAT MUCH EASIER.
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