by Shirleen Von Hoffmann President and Sales Coach, HomeBuilders AdvantEdge & Creating VIP’s Copyright 2010
Perhaps the easiest way to distinguish successful salespeople from unsuccessful ones is to watch how they interact with a prospect. Do they do all the talking and never question and listen? If you don’t let the prospect tell you what they need, and act on that, then you are doomed for failure as a salesperson. You are also making your job alot harder than it needs to be!
You must let the prospects speak about their lives, their needs and their wants. And if they are the quiet types, then you must know the questions that will get them talking. I see too many Sales people doing “Presentations”, when all you really need to be doing is asking great questions and actively listening.
Listening is not always easy, you have to slow your brain down and focus on the moment and what they are saying. However, it a huge part of your sales game to HEAR the needs, buying signals and follow up details that potential is giving you.
When you obtain these details about your prospect, write them down! So that as you follow up with them, you can market smart and straight to their needs. The more personal you are with you your follow up marketing the more you make the client remember YOU and your product. Think about it this way, what difference does it make to you when you receive a letter saying “Thanks” and it is computer generated or a letter saying, “Thanks! I enjoyed visiting with you and am enclosing more information on our golf courses because I remember you loved golf! ” Signed by a real person.
If you want to be better atasking questions and marketing smart, order our CD’s that show you step by step how to be the best or my new book, Secrets of Top Producers which goes over those specifics and so much more. Find this and more at click here
Count your Blessings! Happy Sales!