To be control of Sales we should speak less and let the customer speak more. It is possible by asking probing questions.
The more you ask questions more the prospect will speak and more the prospect will speak the more he will reveal.
Moreover when a person is speaking he cannot think of anything else and he will be giving you full attention.
We as a sales men have habit of speaking more. But we will have to control our urge to speak and let the customer speak. Appreciate what the customer want. Build authentic connections. Do not convince the customer to do business with you rather make the customer want to do business with you. Build rapport and instill confidence in customer preparing him to take action.
Use third party data with testimonials to build confidence Be creative and practice scripts to control communication. We should not push the product but go with a motive of serving. Customer is neither interested in you nor in your company. He has has a problem and he is looking for solution. He might have problem but he may not be aware. In that case you have to do the need analysis and diagnose the problem and also educate him about the impact of that problem and make them acknowledge the problem. So, if he is at point A with the problem and your solution should take him to the point B with much lesser cost than the cost of impact by remaining at point A. Impact drives motivation if the gap is big enough. We don’t sell product but we sell the change which the customer seeks. Change for the better from the point of view of the customer.
Follow up is very important in sales. As it is rightly said all the money is in follow up. In B2B Sales it takes at least 5 follow ups to build rapport. Most of the Sales occur between 8th to 12th follow-up. So we should not drop the prospect till 13 follow-ups.
What is your opinion?