The sales that last, the sales that earn the most referrals, and the sales that earn the most repeat business, are the sales when the client sells himself. So we sales pros get the day off, right? Sadly, it’s never that easy!
Sales professionals who can persuade the client to sell himself are, in fact, the most valuable pros out there. How do they do it? It seems counter-intuitive, but those sales pros ask the most questions, listen better, and talk very little. What are those questions? These questions!
What issue or need with this purchase fill?
When the client discusses the problem, it increases their sense of urgency. Drill down and see how many layers tall and wide this need is. How many departments are affected?
How does this need affect your business?
The client is also describing their work process, which makes you better able to address them as an “insider.” The more you know about the need, the more likely you will present the best product to fit the need. The client is on the road to selling himself.
How often does this need arise?
When the client mentions the interval of need, they are primed for you to set up your follow-up call. Mention the interval of need on every future appointment, if there need to be any.
How does it effect your business when this need in unmet?
You are asking the customer to establish the value of the product on their own terms. There is no better sales pitch. The client sells himself, and you just agree with him.
What are your business goals? How does this product/service help you meet them?
The customer begins describing the use of the product in terms of success in meeting their own goals. If they aren’t painting the “big picture,” ask them questions that help them fill in the blanks.
When do you want this solution in place?
The client returns themselves to urgency, and the sale is made.
You can do this! Answer each of their questions succinctly, and then follow up with a question of your own. Present your solutions in the order of the questions they ask you, don’t give them a canned pitch. Use sales collateral if you have it, but don’t read it to the client – they’ll reference it later. If you know your product thoroughly, the client will sell themselves, with only a little prompting from you!
Want to learn more about Customer Experience and how it can help you sell? Contact us now!
