What’s a key skill in building a strong foundation for sales success?
Asking the right questions.
Why?
Because you become flexible in your response…strategically.
Here’s a simple exercise.
Do you believe trust is built quickly or it takes time?
Why do you think that?
If you don’t understand or know why this is important, the answers you receive from the client have very little meaning to you and you’re probably more concerned about responding than understanding the bigger picture.
The first thing you need to do is ask specific questions, especially at the start of the meeting.
Why?
The answer is to understand how the client thinks.
At a deep level, it’s about understanding people’s perceptions.
It’s much easier to paint a picture for a client that matches the way they think of the solution that you offer…than it is to start from scratch
Remember when people can see something they want they become motivated to act. It’s an internal thinking process.
As a salesperson you need to become an expert in finding out how people think as they’ll make the decision to buy not you.
