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Many
times sales people mistakenly think the reason they are not closing is
because of something they are not doing at the end of the appointment.
Instead, it may actually be at the beginning of the appointment where
the stage for failure is being set. If you spend a considerable amount
of time telling the prospect about your company, rather than
finding out about them, you will not have collected enough information
in order to determine if there is a reason for them to buy. The
questioning process will make or break the sale.
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Oh yes it
is. Just think about what might happen if your “un-backed-up” hard
drive crashes. That will not be fun. So, smile each day when you
back-up because it will save headaches, heartaches and $$$$.
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Sales people must find out what would make
the prospect want to change in order to convince them to buy. It
stands to reason that we should always ask, “What would you change?”
One inquiry that might be overlooked, however, and is more important
than the change question, is, “What do you currently like
about what you are doing?” If the sales person can’t provide all
those services or items, then the prospect will not be happy even if
new bells and whistles are added to the picture. Be sure to collect
information about the whole picture, to find out how you might provide
some of the missing pieces.
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Is negativity their nature?
Some people are perpetually negative. If it is infecting your
business, you need to help them realize it is their choice to
change. If they are not negative by nature, help them take
responsibility for solving influences affecting them. Otherwise they
may need to choose a new job.
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April
2001 - Coaching Cards™
