ASKING THE RIGHT SALES QUESTIONS, THE WRONG WAY

Knowing what to say and when to say it isn’t enough when it comes to selling. The real home run hitters have a very fluid tone to their conversations that put prospects at ease. Their prospects can “feel” the sincerity in their voice and in return, feel safe to open up and share the vital information needed for sales professionals to qualify / set up and close the sale.

Asking the right questions but getting little results? Let’s assume for a moment that we are asking the appropriate questions at the correct times within the sales process… even if the right questions are asked, if they are said in the “wrong way” the prospect only feels one thing, “DANGER”. When that signal gets raised, you can almost certainly forget about closing the sale. You’ll no longer be viewed as a value added resource. Instead, you’ll be back in the “pesky” sales person column with the rest of the pack.

Here’s a simple way you can avoid having this self-inflicted derailment from happening to you: It’s called ROLE-PLAYING! Maybe you’ve heard of it? It seems to be a lost practice these days.

Role-playing is especially helpful when you are learning new sales techniques. By practicing what to say, when to say it and how to say it, you shorten the learning curve of the new sales techniques you learn and you’ll experience greater success faster (i.e. Close more sales / write more business / make quota… you know, that sort of thing) with your new sales techniques than if you simply “try them out” on live prospects.

A simple 20-minute role-playing session each morning will pay high dividends in short order. Just make sure your practicing the right techniques. Practice doesn’t make perfect, PERFECT PRACTICE MAKES PERFECT!

Put yourself in front of a mirror and start selling. Look at yourself that is what the customer is seeing. Listen to yourself that is what the customer is hearing. If you can concentrate while you talk, video yourself. Play back the video and make notes on what you see good and what you want to change. If you will do this several times a week you will see your sales improve immediately.

Ask for help from someone who can help you. So many people role-play for their family or friends and they don’t get the feedback they need. Role-Play with someone who knows sales and can be honest with you. This isn’t a time to be “nice” and practice PC. You need thick skin, but in the long run (actually not so long run) you will be the winner.

Lorin