How to set up a sales call for success republished from Scott Potter at Baker Communications
Sometimes our enthusiasm for our product or service can become our biggest obstacle. In our rush to make a customer aware of all the wonderful features and functions of our product, we overwhelm him with information that he doesn’t need to know yet. It is so much better to lead with questions instead of promotions. Open with a simple question like, “How can I best help you meet your outcomes?” and then listen carefully. Let the customer describe his needs and his situation. Don’t assume you understand what he means. Clarify his comments and get the customer to confirm your insights before you proceed with any offer. The more listening you do, the more likely it is that the customer will talk himself right into doing business with you.
Always make good use of both:
• Open Questions – to understand the customer situation
• Closed Question – to clarify specific problems