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ARE YOU TELLING OR ASKING

Did you know there are more sellers than buyers these days? It's no wonder that it's more challenging than ever before to close a sale. There are more choices paired with excuses and little urgency to make a decision. You make your best presentation and you get "Thanks, I'll think it over."

How many of your prospects are "thinking it over"?

Do you find yourself making continuous "call backs"?
How would it impact your business if you could close those pending sales?
How much income would that generate for you?

Sales today require more calls to even qualify your prospects. Oh yes, don't forget to take into account that everyone is BUSY, too busy to sit and chat with you about what you're selling! With all of our technology you would think we could reach our prospects at any time. It's quite the opposite in fact. People are working around the clock, always on the go and usually running behind schedule.

Are you struggling to set appointments with qualified prospects?
Are you leaving more messages than talking directly to your prospects?
Do your prospects seem distracted during your presentation?

Most prospects are probably not aware that they have a need your product or service can fulfill. How can you sell someone something if they don't know they need it? No need means NO sale! Questioning is the key to identifying your prospects needs effectively. This also helps to weed out suspects vs. true prospects.

Are you asking the right questions to identify your prospects needs?
Are you talking more or asking more?

The fact is, the person asking the questions is the person guiding the conversation. If you're doing more talking than listening, chances are you've lost your prospect's attention. Your prospect will teach you everything you need to know to provide them with their solution, if you ask the right questions.

Are you asking "Happy" questions that are easy or "Helping" questions that offer strategies and solutions? Hint: Never ask a question that's easily answered!

Once your prospect has talked through their challenges (felt the anxiety) and identified their needs, they will be totally open and attentive to listen to your solutions. The key is to get them to discover what their challenges are so they realize how much they need you!

What challenges do you face in your business?
If you could improve one thing, what would it be?

If you could close those pending sales, would that mean for your business?

Communication strategies can save (or make) you a lot of money and time. If you'd like to assess and fill the gaps in your business and take it to the next level, this is the key area to start with. It made all the difference in my business and I'd be happy to share how and why with you.

Learn more about this author, Nicole Isler.
Click here to send this author comments or questions.

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