Would you do business with a “salesman” in a brown plaid sport coat, white shoes, and bright tie who talks a mile-a-minute (while chewing gum) and tells you what your answer is regardless of the questions you try to insert into his presentation? We laugh at that when we see it on TV….and most of us avoid it like the plague.
People do business with people they like and trust, especially if they become repeat customers. Whether you’re selling to insurance agents, adjusters, Realtors, property managers, or commercial and residential cleaning customers…people do business with those they like and trust, even in spite of preferred vendor programs.
So, what is one of the best ways to build sales credibility with your customers? Ask intelligent and intentional questions. Why ask questions? Because the right questions will help you better understand your customers needs (and wants) and will help you present how you can meet those needs. And asking intelligent, intentional, thoughtful questions shows the customer you really do care about them and their needs (and wants).
How well thought through are your questions? How effectively do they guide your customers in understanding their needs and your company’s ability to meet those needs? Have you ever written down those important questions…..or do you find yourself just talking and telling, like the salesman in the plaid sport coat?
Want to be more effective? Contact Business by Design (www.Business-by-Design.biz ) or e-mail jwinkley@Business-by-Design.biz for help in making sales work.