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Good Selling
Everyone is selling at some time or other, maybe not a product or service, but themselves to gain a job or promotion, selling an idea or buy-in to a project. To be successful in sales and to ensure a successful client relationship for the longer term you must master the art of asking questions. Why? One of the foremost reasons is in order to acquire information and understanding – and to demonstrate that you understand. A conscientious professional salesperson will put in a good deal of time and trouble to find out about the customer and to learn what they really want. In the same way a doctor will ask a good many questions of his patient in order to have enough information to make an accurate diagnosis. Another good reason is that the person asking the right questions is always in control of the discussion. This control can be used gracefully to lead and direct the client to a successful outcome – a solution, sale of a product or service that the customer really wants – and achieved without the customer feeling controlled because they are providing answers about their needs and expectations. Alternatively this control can be abused. Typical abuse is making a sale that is not appropriate just for the sake of making the commission or target. As a sales professional who is steering the discussion it’s your responsibility to serve the client in a proper manner and for this you need the right information. Selling is a career that is relatively easy to gain entry into and this can be a problem. Too often professional sales people receive a frosty reception, not necessarily because of anything that they have done personally, but because of the ones who have gone before them. But where would we be without sales people? The world would certainly not be a better place. They create change, opportunities for growth and ultimately the job security we all rely on. Skilfully asking the right questions will create new oppportunities for growth. “If I had an hour to solve a problem and my life depended on the solution, I would spend the first 55 minutes determining the proper questions to ask, for once I know the proper questions I could solve the problem in less than five minutes.” - Albert Einstein Article Directory: http://www.articledashboard.com To visit our sales and training blog go to www.psl-uk.com/blog/ and sales training pages go to www.psl-uk.com/training/sales-training/ |
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