How to sell: Get to the expectations

How to sell: Salespeople could have a list of thousands of things that they miss and any combination of them would help them make more sales or increase their income.

Some of what is missed that can effectively increase persuasive sales skills  is knowing what questions to ask potential clients  to determine if they are a right fit.

How many times have you gone all the way through your sales presentation only to discover what you have to offer is not what the potential client was looking for. Neither of you ended up with what you wanted and you both could have done something far more productive with your time.

An simple and effective way to determine what the other person wants is to just ask what their expectations are from getting the project done or what they hope to acheive by using your product and or service.  By you asking this one type of question you can determine what type of motives they as a buyer have and if you can even provide solutions or services for their problems.

Yes this sounds very easy to do but most sales people do not ask this one simple question and it is the easy things that make the sales for you not normally the difficult things.

Now on the other hand when you are discussion expectations and your potential client goes first and explains what they want you then have the perfect opportunity to discuss your expectations.

In a sense you opened the door for the conversation not just for their benefit but for yours as well.

For some sales people this type of question may seem a little blunt. Let’s take a look at what happens when you decide to dance around the subject.

• ·         You spend time on the proposal
• ·         You spend time on the call
• ·         You spend time answering questions that create frustration
• ·         You miss time with someone you could have helped
• ·         You miss out on money from people who could have paid you
• ·         You didn’t do your job.
• ·         Your company did not make any money

Sometimes salespeople do not want to ask all of the right questions because they confuse busy work for actual activity. It doesn’t get the salespeople money but they sure feel great about spinning their wheels. Many times in sales its the questions that are not asked that become the most important.  

By asking this one simple question you would be amazed at how many people will open up to you and maybe a few will be thrown off by your directness. Many times salespeople fear the worst when it comes to asking the important questions and the biggest issue or concern is “what if my potential client doesn’t like me from asking such a direct question” ?

The funny thing is the higher up the food chain you go in a business the shorter amount of time that person has. Low level managers will eat up more time than a mid level manager, CEO’s just want you to spit it out and get to the point because they know how much money their time is worth.

Persuasive sales techniques or skills are not always the answer to help you increase your sales but they do help. Remember if you do not ask the answer will always lead you to a “no”.

As always I would like to thank you in advance for your comments and or questions.

Now go implement!

Scott Sylvan Bell

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