REALITY: Winning New Business
Many of us get certified or licensed to do a profession without the understanding that it’s imperative that we also become sales people. In order to be a good salesperson, you need to be curious and interested in establishing a prospect or client needs, before the selling begins.
It is not about you. It is about them!
The power in being curious and asking questions is meaningful on both for the result outcome and on an emotional level by demonstrating concern and care for the person you’re talking to.
They don’t build their credibility with prospective buyers by fancy presentations or buy talking endlessly about themselves but instead they use thoughtful informed questions that implicitly demonstrate their knowledge and experience. They use questions to uncover hidden needs to identify whether or not there’s a problem or opportunity they can address. The best salespeople also use questions to connect on emotional level to get to know the person and show they care
It doesn’t matter whether you’re selling a product, or a service, or an idea; when you first meet someone, being curious and genuinely interested and demonstrating this by asking questions quickly earn respect for you.
That’s the first step towards building a trusting relationship.
Here are 7 powerful questions examples for you to try:
- Can you tell me your biggest priorities?
- Can you tell me your biggest challenges?
- Can you tell me your biggest concerns right now?
- Why is this important to you?
- How much time do you personally devote to this?
- If you had additional resources, what initiatives would you tackle?
- How can I help you?