These tips will help make certain you get it right from the start.
You probably burst with enthusiasm when you first visit a customer or prospect. But, then, you just cannot wait to start talking about your product.
What can go wrong?
Well, it is very simple. If you start talking about your product (like most salespeople do), it is quite possible that your client may just say they are not interested.
This means you may walk away without an order and without understanding a thing about the person’s business.
This issue is one of the biggest problems many salespeople have. It is absolutely vital you find out who your customer is? Where do they come from? Where are they going?
Who is the decision-maker?
Are you speaking with the right person? How many branches do they have? How many people do they employ? What do those people do? What motivates them?
All of these questions are ONLY questions about the customer’s situation. They are not questions about any other issues. These questions must be asked for two reasons.
To give you a clear and concise understanding of your prospects’ business and how it works.
To give you a solid base and platform to ask sales questions that may uncover potential problems, which will provide you with a different platform to ask more questions to find out what those problems mean and what solutions may be available for solving them.
Without the correct answers, you may miss the opportunity for any business at all. Even if you secure some business by some sheer chance, there may be other orders left on the table.
Get it right from the start when making major sales.
If you are a professional salesperson, ask your regional sales manager if he or she understands the difference between making simple sales and making major sales.