Hi,
If telling alone helped people sell, there would not have been any problems in this world. By mere telling, you can not sell an idea or a product or a service. But by asking, you can. Asking what? Firstly, the right questions that can elicit the issues and needs. Asking right questions not only helps you learn what your customer actually wants but also makes the customer hear about his needs with his own voice. That will make him feel his needs more and consequently the urgency with which he should get them met.
Hence, the greater part of sales process should be devoted to not talking, but asking questions and listening to the customer's answers. Stop talking, start asking and listening more. Asking questions is truly an art that is learnt and polished by sales people over a period of time. With practice, you too can perfect it. Remember, selling is more of asking than telling.
So, what are you going to do the next time you go to persuade a person to do what you want him to do? Ask & listen (or) keep talking?
To your sales success,
If telling alone helped people sell, there would not have been any problems in this world. By mere telling, you can not sell an idea or a product or a service. But by asking, you can. Asking what? Firstly, the right questions that can elicit the issues and needs. Asking right questions not only helps you learn what your customer actually wants but also makes the customer hear about his needs with his own voice. That will make him feel his needs more and consequently the urgency with which he should get them met.
Hence, the greater part of sales process should be devoted to not talking, but asking questions and listening to the customer's answers. Stop talking, start asking and listening more. Asking questions is truly an art that is learnt and polished by sales people over a period of time. With practice, you too can perfect it. Remember, selling is more of asking than telling.
So, what are you going to do the next time you go to persuade a person to do what you want him to do? Ask & listen (or) keep talking?
With love,
Siva
PS: Sales Secrets published earlier can be found at the link given below:
Siva
PS: Sales Secrets published earlier can be found at the link given below:
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