Selling requires the ability to talk less and listen more. For someone like me who loves to talk this can be a challenge. So I employ the 70-30 rule when it comes to selling, I talk 30% of the time and engage the probable purchaser to talk 70% of the time. If you can ask engaging questions, questions that seek out with enthusiasm WHY they should deal with you, and you are intently listening and hanging on their every word, you will be able to acquire the information you need to help the probable purchaser purchase from you. This ability to listen requires one other element, the ability to listen to understand, not to respond. There is a distinct difference here, the ability to listen to understand means you must remove any preconceived ideas of what they are saying and how you should respond, and pay attention with a clear mind to better understand their wants, needs, desires, or concerns.
If you desire the right answers, you must first ask the right questions then pay attention to the responses, because within their reponse lyes the key or keys to making a sale. To accomplish this you must first know your product or service inside out and backwards. Then develop a series of questions that lead your prospect in the direction of your products and or services. I have found that utilizing 'the alternate of choice'; which would you rather have, own, experience, along with giving them insight into what life might be like after they take ownership looks like, gives them mental ownership and leads to a positive discussion towards taking possession of your product or service.
If you make your selling process more about them and less about you, you will produce the results you are looking for. Always remember selling is about solving a want, a need, a desire, or a concern and to be successful you must help your probable purchaser make the commitment to buy from you. 403-892-0622 or 403-308-5934 www.willslatterycspandassociates.com
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