subject: Don't Listen To Your Customers and Start Making More Sales – 1 Question To Get You To The Sale [print this page] Don't Listen To Your Customers and Start Making More Sales 1 Question To Get You To The Sale
Honestly, most sales professionals and business owners listen too much to their prospects.They let their prospects go on and on about their needs, their requirements, and then they will still finish with something like "let me think about it".Far too often we let prospects dictate the pace and content of the conversation.When you allow that to happen you will be walking out the door or hanging up the phone without the sale.
Just think for a moment about a Doctor's office.When you walk into your Doctor's office do you start telling them how he should examine you?Just imagine saying to the Doctor "no, no, I think you should take my blood pressure now, then my temperature, and you can listen to my heart rate later".Would you even dare?Of course not!
Doctor's listen to just what they need from you, then ask you another question to determine your problem.Most entrepreneurs listen to their prospects endlessly in the hopes that it will appear like they are providing good customer service.Stop worrying about customer service before you get the sale! (Hint: you pay the Doctor after he is done, so he isn't worried about customer service either.)
At first it may sound tough to listen less; however, just remember if you let your prospects control the conversation you won't be making the sale.Your prospect doesn't care about your upcoming mortgage payment so practice a little fear management and take over.Consider the following interest piquing sales script to break up the conversation and get closer to the sale.
Interest Piquing Question: Can I be direct with you?
The answer to this 100% of the time is an affirmative. No one wants you to beat around the bush and take all day.You can drop this question at nearly any point in the conversation.When they give you permission to be direct you have total control to launch into an arsenal of questions that will get you to your goal.
Most prospects don't know what they want.They keep talking because you allow them to.Stop letting them talk themselves out of buying and give them permission to work with you.When you can control the conversation with questions your prospects won't feel like they are being sold to and will happily invest in your offering.
Discover how you can take control of conversations and transform your tired sales scripts into interest piquing questions.You can get the short cut to doubling your sales in my free 5 day video powered course on Questions that Sell www.QuestionsThatSell.com
