Selling a product or service is a dance of persuasion between 2 people that require an actors’ skill from a buyer, not to look too desperate, and immediate anticipation of every comment, facial expression and from the seller to find the best time to ask the right question that will close the deal.
You can call it ART or you can stick to some basic strategies that can be taught. The more it is practised, the better you will perform.
One of these scripts is how to use these 7 questions to fully understand the need of the buyer. It will uncover their motivation to come to you in the first place, and what their expectations are regarding the product/ service and what their real needs are.
How Your Customers Think
Ask these 7 questions and you will get a good insight of how your customers think. It will also identify why they came to you and what their objection of their visit is; window shop and browse or are they real customers?
- Have you dealt with us before? / How did you hear about us?
This will identify whether they are a returning customer and/or which advertising medium you should spend more/less money on.
- What do you currently use? / Where did you get it from?
Always good to know who you are competing with and how competitive you are in the market
- What do you like best?/least about what you currently have?
It will provide you with ideas on how to improve and highlight all positives of the new product or service.
- What is your time frame? / when would you want it [i.e. fixed]?
You may find that people are sometimes just browsing. They may really want to buy but just not ready. A good opportunity to ask for their details and log it in your diary.
- How long would you want it to last? / Are you planning to sell in the future?
If they are looking for a short term solution you can steer them to a cheaper solution. This makes you seem more genuine and they will trust you for their next purchase.
- Who will be using this product/service? Are you the final decision maker?
If there is anyone else to make a final decision you want to ensure they are both in front of you when presenting the product or service.
- What else have you been looking for?
This will give you the power to steer the conversation to your product service, anticipating on the knowledge, features and benefits of your products versus ‘the other’.
Remember; it takes practice to be good in sales.
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