Have you ever bought something or had to shop for something where all you wanted was some guidance to the best product to fit your needs? Let me guess... it was probably just last weekend!
When we bought new computers for our office, we needed to know what was going to work best to suit our office, our staff and our plans for growth. What configuration, what features, what software, etc. What I needed was not so much a salesman as a leader to guide me through my decision. I needed someone with solid experience and expertise in office computing solutions to efficiently and effectively get me a solution. A sales leader! That is what I want most of the time - and that is what most clients want. Someone who really can find me MY SOLUTION easily.
How often are you letting a prospect determine what they need to solve their problem? They don't know! Sure, sometimes they have a general idea, but it's more likely that they don't. Men like to appear knowledgeable so they can save face, but when presented with numerous possibilities, they often don't have all of the details required to choose the best option. This is where an effective sales leader comes in. So how do you quickly become a sales leader and not a salesperson? Easy. Follow these steps ..
When we bought new computers for our office, we needed to know what was going to work best to suit our office, our staff and our plans for growth. What configuration, what features, what software, etc. What I needed was not so much a salesman as a leader to guide me through my decision. I needed someone with solid experience and expertise in office computing solutions to efficiently and effectively get me a solution. A sales leader! That is what I want most of the time - and that is what most clients want. Someone who really can find me MY SOLUTION easily.
How often are you letting a prospect determine what they need to solve their problem? They don't know! Sure, sometimes they have a general idea, but it's more likely that they don't. Men like to appear knowledgeable so they can save face, but when presented with numerous possibilities, they often don't have all of the details required to choose the best option. This is where an effective sales leader comes in. So how do you quickly become a sales leader and not a salesperson? Easy. Follow these steps ..
- Approach your prospect and see if you can ask them some questions in order to serve them better (no one ever says no). This allows you to start controlling the conversation and guiding them to the best solution.
- Ask questions about their needs. Forget features and benefits! Ask them questions with all the different variables that might impact the solution you recommend. Will you use product ABC indoors, at night, with friends, with headphones, in the car, in matching colors, for how long, etc. These questions demonstrate your knowledge as well as your interest in them.
- When you finally have a recommendation (or maybe two) give them all the reasons that product matches their needs.
- Tell them what the next steps are. This is key. Most people wait for a prospect to tell the salesperson how they want to proceed. Often, people want to buy but don't know what's next in the process. So tell them and guide them to the next step, nice and relaxed.
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