Steps to convert inquires into Sales
Bored to death by salespeople? Has a salesperson ever spent half an hour selling you something then another half an hour buying it back? Or, worse still, had absolutely no idea about what you’re looking for or what benefit their product or service will be to you?
A lot of salespeople make the mistake of going into motor-mouth mode whenever someone asks a tentative question about a product. Yak yak yak… until the prospect’s eyes glaze over and the barriers go up. There’s a better way – a way that takes the pressure off both parties. The trick is to ask questions that discover needs. This takes the focus off the prospect’s price consciousness and on to an itch that needs to be scratched.
Our Guest writer Winston demonstrates simple steps you can follow to convert inquiries into sales.
Here are the simple steps to converting an interested inquiry into a satisfied sale.
We’ll use the sale of a widget as an example.
Ask what the present situation is. Ask ‘open’ or orientating questions to get the background information. (Remember ‘open’ questions are the sort that require more than a yes/no answer – questions that bring out a full description of their current situation.)
For example: ‘What kind of widget do you have now? What do you think of it?’ or ‘How much do you know about widgets?’ This latter question is a beauty because generally the response is “not much, why?” and that puts you into the role of expert as you explain things they should know before they make a decision.
Move into questions about the problem. The aim is to develop an awareness in the prospect’s mind that there is a problem they need to address.
A common problem ‘How does your present widget cope with your production load?’ If you get the question right you are identifying with the prospect and their problems.
An Answer is to Build trust as they realise you are interested in them and their problems.
Once the problem has been identified you expand. Ask open questions designed to highlight the problem the prospect has and the likely consequences to them. ‘Do you need more flexibility to meet deadlines? Do you need a widget you can just set and forget?’
Offer options and lead the prospect through them so they create their own solution to their needs.
As you can see, the key to successful sales is to ask questions. When you ask questions, you do a number of things.
Firstly, you stay in control.
Secondly, you are directing the questions, and you’re not creating confrontation by offering solutions the customer may not agree with.
Thirdly, because you help them come up with their own solution, they feel they are in charge of the purchase. For example, if you suggest a problem, they may believe it’s one that’s merely contrived by you. On the other hand, if they bring it up themselves, then there’s no room for doubt.
We would like to thank Winston for this amazing article if you would like to read more of his f-a-n-t-a-s-t-i-c work then click here to view his Website.