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5 Easy Steps to Closing the Sale: Step II

By: Susan Adams
Submitted: 2007-01-17 15:37:46
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Step II: Asking the Right Questions

It’s been my experience that all prospects want to talk…you just need the right questions to ask them. That’s where many new sales people face a big hurdle. How do I ask the best questions to develop some needs for my product or service?

It’s really quite simple. If you start out with a ‘generic’ question, that will get the ball rolling. A question I often recommend is, “Do you mind if I ask you a few questions about your business?” This question accomplishes 2 things for you:

1. It’s a very non-threatening question. It should help put your prospect at ease.
2. It shows you have an interest in something besides ‘selling something’.

Once you get the prospect talking, sit back and listen. They’ll tell you everything you need to know. Take good notes. Circle important points. If they’re especially passionate about a problem with a product or a vendor, this is a big red flag that should lead you to a great opportunity.

As you’re listening, you should start thinking of future questions. Don’t get nervous about future questions. You only need a few. People who go into meetings with a list of 20 questions to ask the prospect never get anywhere. They get so focussed on their questions that they stop listening to the answers.

The person who listens well has a much greater chance of closing a prospect. If you spend 90% of your time with a prospect listening, you’re beyond most of your competitors. You have 2 ears and 1 mouth for a reason.

Most rookie sales people are so anxious to give out all the great information they’ve learned that they forget to listen. That’s why Step II is not only about asking questions, but it’s also about really listening to the answers you receive.

Copyright 2006 Susan Adams
www.susanadamshome.com

Former Learjet Sales Star, Susan Adams, has sold products and services for some of the world’s most respected companies…..General Electric, Pitney Bowes and Bombardier Aerospace.

She takes a ‘real world’ approach to all sales topics. ‘Successful sales people are experts at having conversations with customers. If you can empathize with people, create an environment of trust and really listen to their concerns, you’ll be a top sales performer.’ More importantly, you’ll be able to develop long term relationships with your customers.

Susan has successfully sold to CEO’s, High Net Worth Individuals and celebrities. Twenty one years of talking to customers has give Susan a unique perspective on how to build a sales presentation that connects with your customers, and compels them to buy.

Susan has golfed with David Duval, raced cars with Bobby Rahal and dined with CEO’s from Fortune 100 companies. There is no sales situation she hasn’t seen….

http://www.susanadamshome.com

Article source: Expert Articles

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