After setting objectives for each and every customer for each commodity and service program you are well on your way to selling success. The plan then would be to set up times and schedules for achieving each of your objectives. This takes us to the meetings with your customers. How do you get them to buy your products? That leads us to our next step in the sales process.
3 Asking Questions
Alright you are in front of the customer. You have identified a specific subject for the call. You have a purpose. You are talking with the customer about the product or service. It is at this point in time that the sales function becomes active. You have two ears and one mouth so that you can listen more than you talk. But your customer is not talking. What do you do now? Well it is simple isn’t it? You start asking questions.
You need to get your customer talking so the kinds of question you are asking are very important. They have to be open ended questions. You know the ones. They cannot be answered with a yes or no answer. They require that the customer explain their answer or talk about it. During this time they will expose their biases and the concerns so that you can adapt your responses to their comments or thoughts. You have to arouse the interest of the customer and then you must adapt your presentation to their response. This is the hallmark of successful sales people.
The time is now…..