Archive for Category: Asking Questions

Help customer reveal why he should buy

To do this successfully the seller should come from a point of ignorance, not knowledge. Keep it customer focused until he sells himself your lozenge having felt his pain. For instance, having surveyed the photos on the walls, showing the varied countries the Chief Engineer has worked in, this insurance agent points and breaks the

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Mitigate the buyer’s uncertainties by probing like a doctor

You notice that the damaged machine belongs to a competitor. You start salivating. Don’t! It is not an invitation to a sale. Buying means changing and chancing. Abandoning the familiar and risking. The risk could be reputational (Will we end up with egg on our face partnering with this new firm?) or financial (will we

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Asking self-interrogation questions increases chances of closing sale

Asking Self-Interrogation Questions like Why am I selling this?, So what? and, Why Should they buy?…Answer these three questions before you pitch and you will significantly increase your chances of closing ‘The problem with schooling is that we are taught to answer questions- not ask them.’ I once read this somewhere. And yet the Bible

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Why salespeople don’t ask questions and solving this

Salespeople don’t ask questions for various reasons. It doesn’t help that the high pressure sales environment does not reward meek attempts To begin with, the novice salesperson would rather ‘die with her problems’ than ask for help. In fact, this in itself is a significant reason why sales turnover remains on an all-time high. What

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How to sell your product from buyers’ perspective

You lose the sale when you don’t see things from the buyer’s perspective; not only are you not on the same page, you are reading different books. Help the buyer ‘see’ it. Paint a picture from his perspective. Simplify the sale. Take the fellow effortlessly selling water storage tanks. He does not stop at, “This

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Don’t be too quick to sell simply because the buyer is eager to buy

Driven by the desire to make a quick sale, it is easy to lose sight of what business you are in and who feeds it. It is amazing the sales lessons you can glean from simple, common experiences. Two happened to me which have inspired this article. One early morning, sixteen years ago, in a

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How to ask insightful questions and why they are necessary for a bigger sale

Anybody can ask a question. But to to thrive in selling requires one to ask insightful questions.Insightful questions don’t merely yield knowledge- they shed revelation by eliciting a protracted response. The importance of asking insightful questions in selling cannot be gainsaid. Insightful questions lead to a faster, bigger and better close. Faster because, once you

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