Pull out your sales pitches, scripts, or even better a recording of a recent sales call. Did you ask any questions? My guess in no. It seems intuitive that you should be finding out what your customer wants, but most sales calls start on the defensive. Be honest with yourself–they do, don’t they?
Starting on the defensive or anticipating the first objection sends most of us into a hard sales pitch. That is not engaging and makes your customer even harder to engage.
Questions are the perfect antidote. The quicker you get in your first question the faster you compel the prospect to engage with you.
Here are a few hints:
- What do you think of all this economic crisis?
- A lot of my clients are changing their financial goals, are you?
- How did you hear about me?
- Why did you chose to inquire online?
- I had a great holiday, how about you?
The question doesn’t really matter. You just need to get them into the conversation. If you are yammering on about your expertise and how you have helped hundreds of others they are thinking about how to get you off the phone. If you ask a question they have to switch gears to how they are going to reply.
People are naturally social creatures–start there and the sale will come.
(photo credit: Oberazzi)