Focus is one of the most important weapons of the salesmen. As we know that sales person must be a very good listener and must pay attention towards the client’s wordings and problems and must only open his mouth when it’s required. His mind must always be focused and must be full with problem definition and their solutions. The mind set must always be prepared with most asked FAQ’s (Frequently Asked Questions).
The salesmen must be very focused and his focus is shown by the type of high valued questions that he will put in-front of his prospect. Generally you may ask questions like :
(a) Are you interested in this?
(b) Do you want to see it?
(c) Can I Show you?
(d) Would you like me to tell you about it?
These are not high valued questions and are baseless leading your warm prospect to convert into one of your cold or dead clients, who may never buy services from you.
Buyers and decision makers are very much interested in their agenda , they are least bothered with selling agenda & that’s why often ignores sales calls as they don’t find any solutions of their problems coming out of it. So you must keep the buyers agenda with yourself when your in meeting with your prospects. You must ask high valued questions like:
(a) Tell me what’s your current situation?
(b) How this situation is effecting your business like your ROI, profits, company projects, financial status etc.
(c) How is it affecting your financial strength of your company?
(d) If this problem is solved what would you like to do in your extra time?
Salesmen must be much focused and should spend his sales time only on those clients whom he thinks potential. To leave an positive impacts on decision makers a salesmen must talk to them in straight forward way. The communication must be short and productive as both you and they have time to listen all sales talks and stories. The high valued questions will differentiate you from your fellow sales persons or your competitors.
Wrap It All
It’s always to take a quick recap by you (Sales men) before you end your sales talk or meeting. This will give a very good impression to your prospect and will also help him to recall the entire discussion.
Due to this four things will happen:
(a) The client will think that you listening to him & give him the impression that you are here to help him out at your terms and conditions.
(b) It will force you pay 100% attention to your clients talks.
(c) It clear all the gaps between you and will help you to understand his problem definition clearly and once its done you can work accordingly.
(d) A quick recap will help your client to know what exactly he spoke to you and what is it he exactly looking at.
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