Simply put, being an effective sales person is being an effective problem solver. The question lies in who’s problem are you solving, your client’s or yours.
Here are 3 tips that will improve your sales results:
1. Do your homework: know about your prospect, their industry and competitors. Be prepared to ask insightful questions that demonstrate your knowledge of the industry. Probe about current trends asking about the biggest risks and opportunities.
2. Listen first: remember effective sales is about solving your client’s problem. If you always talk about your company how will you ever learn what your prospect’s issues are? Follow up your “Homework” questions with more questions. Learn what is driving the prospect’s business. You can uncover their needs, you cannot create them.
3. Be a teacher: if your prospect does not reveal a problem in your area of expertise, then you have nothing to sell. In this case, do not try to close a deal… rather bring information and be an education source for your prospect. Eventually they will reveal “what is ailing them”.
Stay focused on your prospect and their issues, be a resource, and be prepared and patient. Happy Hunting.
– Rich Greene specializes in working with small and mid-sized companies to create greater enterprise value. He is a Director at Clarus Advisors, LLC and has authored Building Value: The 5 Keys for Achieving Success
This post send by Rich Greene
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