We
too often wishfully think
that if we try hard enough,
we can talk someone into
buying our product. Our
actions reveal our belief
that by explaining
everything we possibly know
about our product, our
customers will be impressed
enough to buy.
Wrong! In the large
majority of cases, all that
happens is the customer
becomes overwhelmed with
glazed over eyes.
The secret to the art
of persuasion is asking
carefully- crafted
questions. Ask questions
that will help draw out the
needs and motivations of the
prospect so that they
eventually convince
themselves of the need for
your product or services.
Questions allows the seller
to control and direct the
conversation wherever he/she
wishes. It also helps to
solicit feedback from the
prospect to signal buying
signs and/or objections. All
of this helps the seller
lead the prospect through
the decision-making process
at a pace and in a manner
that is appropriate for the
situation.
I have found it most
useful to write out a list
of key questions to ask
during a presentation, such
as "Why are you
considering making a change
at this time?" Or
"What are some of the
things you are looking for
in a retirement
community?" Ask
"What areas are you
struggling with most
in your current living
situation?"
So ask more questions.
Learn to listen intently to
your customers and you will
improve your selling
performance.
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