How to sell: When it comes to sales and sales training one of the most overlooked processes is that of asking questions. Persuasive sales skills and abilities are based on questions and stories. Sure all sorts of people train for closing but think of it this way if the sales job was done up front do you really think that you would have to close so hard at the end.
Many of you may agree that from the previous example maybe something else should be taught. If you are in a position where you constantly have to beat people over the head to get the job more than likely you are working at your job the wrong way. Think of it this way: It is entirely possible to use a screw driver as a handle but that isn’t really what the tools were designed for.
One possible sales too for your to add to your persuasive sales tool kit would be that of the alternative choice double bind.
Now the cool thing is the alternative choice double bind sounds like something from a science fair and it just very may well be one of the coolest thinks that Dr. Eric Knowles researched when he was at the University of Arkansas before he retired.
The question is worked in a way where the person answering really only has two choices but you have to frame the sales question the right way.:
Would you like to have corn or peas with your dinner?
Do you want to wear black pants or grey pants today?
This series of abilities to ask questions can work very well for you as a salesperson and is a really cool tool to add to your persuasive selling techniques.
What if you are in a situation where people in your industry get all sorts of bids?
You can ask something along the lines of: Where you looking for quality or were you looking for cheap?
In a sense this is a trap for the person answering the question. They only have 2 answers to pick from. You do have the ability to sort out what the person is looking for. Now if the potential client starts to be evasive and says “I am looking for something in the middle” you know that you have some work that needs to be done. Maybe they do not trust you just yet or maybe you asked the question too soon and the potential buyer is not comfortable answering your questions yet. In an NLP term you have not reached rapport or you have a buyer that want to play games and not answer your questions.
The alternative choice double bind can be used in just about any type of sales that you do. It doesn’t matter the type of person or group that you meet with this line of questioning can give you an upper hand and may just help you get the sale.
So are you going to use this sales questioning technique or will you leave it alone and not ever use it? The choice is going to be up to you.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credit:A Man Marked On Box by tungphoto, Voting by digitalart