OK if you have had any sales training or sales coaching in your life you have probably been told that asking questions is a paramount skill in sales and in many ways it is.
Remember one of the findings of the Huthwaite study that gave rise to the SPIN Selling book though. Asking too many Situation questions actually causes a drop in closing sales. So, it’s not just asking questions but asking the right kind of questions.
Questions are just a part of the communication process that is central to selling.
Other parts include listening. And not just to the words but to the tone as well.
It’s also about clearing your mind to receive the prospect’s information rather than spending your mental energy on trying to formulate your next savvy response.
And behind all of that it’s CARING. Wanting to genuinely be of service to the person you are talking to.
“The real question ends up being why are you asking questions? Is it to connect and build a bridge to help solve issues for a fellow human—or to get into someone’s wallet? That, sellers, is the first question that must be answered.”
OK, here’s a bit of sales coaching that I’m guessing you wont pay much attention to and that’s a pity because it’s really critical in selling.
You’ll make a lot more sales if you learn how to build rapport.
Don’t believe me ?
Well what about SDM quote ?
“Sharon Drew Morgan in her book “Sales on the Line” makes the following comment,
“There are three ways to make a sale: Rapport, Rapport and Rapport. No matter how good your product is, how good your questions are, if you are out of Rapport with your buyer then there won’t be a sale.” (Morgan, p.58)
Not enough to convince you, what about Abe Lincoln ?
“If you would win a man to your cause, first convince him that you are his sincere friend.” –ABRAHAM LINCOLN
He’s an article with some useful tips about rapport
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Sales coaching is not just about tips to help you sell better.
It’s about: mindset and attitude, beliefs and self sabotage, confidence and congruence, motivation and resilience, knowing what to do versus actually doing it, and finally how to practice the skills so that they become part of your being.
And the list above is by no means exhaustive.
But given that I can’t really coach you on this site perhaps some sales tips would be of benefit.
I ran across this post today from Mark Hunter, it’s well worth a read (even though I don’t agree with all of his tips), which you can do by clicking on the link below.