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It’s Not Interesting If They’re Not Interested

When making sales calls, too many salespeople launch straight into their sales presentation whether on the phone or in person, before they have any idea what is important, relevant and of interest to their prospects.

This is the result of the salesperson being too focused on their own personal needs and agendas and not being 100% committed to understanding their prospect’s agenda.

Start with Questions

The best way to sell effectively and in less time is to start the “sales conversation” with questions.

“When it comes to selecting a supplier, what is most important to you?”  The way they answer will totally dictate the content of your conversation. One of the standard complaints  about salespeople is “they weren’t interested in my situation, they just wanted to sell to me.”

There are two reasons to ask questions:

  1. To get information
  2. To create rapport.

One of the strongest human needs is to be heard.  I’ve met very few people who don’t appreciate the opportunity to talk about their world, if approached correctly – sincerely. Like they say, you can’t fake sincerity.

The Right Kind of Questions

The questions I’m talking about aren’t small talk, far from it. I’m talking about probing for information that will help you understand the challenges and frustrations that the prospect faces so you can speak to those issues in the context of what you’re selling. In the process of asking questions and paying close attention to the spoken and unspoken replies, you are building rapport. It’s a critical element.

So to quote a founding father of the personal development business, Zig Ziglar, “You can get everything in life you want, if you help others get what they want”.  Start your sales calls by asking more and better questions about what’s interesting to your prospects. Their replies will show you how to manage your sales pitch.