SALES

The reason you sell something is to improve someone’s life. There’s a key to selling. You would not trust a doctor who gave you a prescription without a diagnosis. Likewise, you would not trust a salesperson who did not ask lots of questions and get as much info as possible about the customer problem. You have to keep in mind that your product must offer them value. You’re not selling a product, you’re selling what it will do. Essentially, you are selling the product of the product. When you someone something, focus on values, advantages, and benefits. If you just focus on the features of a product you are just telling them about the product. You must address the values if you want to sell. You must address what’s in it for me? To do this, you must open a dialogue to discover needs.

Your initial conversation with a prospect should be to ask questions, get as much information as possible, and then solve problems. Whoever has the most information has the most influence. This is because you have more information to solve problems with. You are only as good as your information. You make more money solving problems than you do products and services. Some questions you may want to address include —

• challenges faced by prospect?
• How does the prospect currently address this challenge?
• who is the decision maker?
• who has the influence?
• What are the needs, issues, concerns, and urgency of the company