Most of the candidates in my reality show, like above, focused on the water’s features or benefits, saying stuff like, this isn’t no ordinary glass of water, it’s glacier water, or, this water will quench your thirst!
Before getting into features and benefits, you need to qualify. But here are some BAD qualifying questions:
“Can I help you?” The answer to this question is typically “No” Which means you’ve lost all chance to interact with your prospect.
“What is your budget?” First off, most people have no clue and secondly, when they give you an answer it will always start your discovery process with you chasing a number that is unachievable. As a buyer, my budget is determined once my problem is solved. More often than not, I exceed my desired budget range by many times. A better way to ask this question is to find out what they paid for a similar product in the past. "The last time you rented an apartment what did you pay?" Past experiences are a good barometer for a customer's future actions.
“Are you the final decision-maker?” This causes people to think that if they are not then you are not interested in them and many will answer this question “yes,” even when it's not the case. That’s because the question challenges the person’s ego. A better way to ask is “Other than yourself, who else might influence the decision?”
“When are you thinking of buying?” The customer translates this to mean that you are only concerned with yourself and your commission. This makes you sound self-serving and sleazy.
“What would it take for you to do business with me today?” The ultimate stereotypical salesman question that even the salesperson hates to ask. Typically management pushes for this “commitment” question in order to create urgency to purchase. I have been in front of thousands of salespeople and can tell you most will not ask this question due to poor results and discomfort. To get a sense of where you're at in the sales process, try this instead, “On a scale from 1-10 how comfortable are you with this product for solving your problem?” or better than that, don't ask and assume it is the right time by saying, "Follow me and allow me to show you how easy it is to get started."
If you want to be more effective and increase your closing ratio you have to ask great, professional questions that demonstrate that you care and get the answers to those questions.
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I suppose it comes down to the fact that if you’ve not taken the time to prepare and ask good questions you cannot possibly understand what the customer want or needs. So how can you know what product best suits their needs.
I’ll confess though to having asked at least two of the questions that you have listed in you post. That just shows that we are always learning.
Selling is just a matter of identifying a void in the buyer. This can be done through learning what they already lack, or presenting an opportunity so they start thinking they lack something.
Then you sell the solution to this void and make a must for them to have. The thing you are selling becomes the necessary next step they must take to fulfill their dreams.
So good to see uncle G on Steemit!
Where's my money?!
I like the writing very much and I vote.Please do the same
great post for candidate who are qualifying the business
thanks for sharing
Thanks for your great post.It is an informative post
that I ever seen.I will wait for your next pot.
@Resteem done
You could tell that guy definitely felt the pressure, but it was almost like he'd read every book on what he should do, without having an instinctual understanding. By the end it seemed like he was just parroting nonsense.
Not a big fan of selling people things. I would rather be the guy that leads thirsty horses to water.
Wow, I love this one. My sister is in car sales. This post will really helper. Thank you, again @grantcardone.
Very informative article. I am a freelance web developer, so I have to sell my services. And I often make the mistake #2 mentioned here. I read it somewhere that asking this kills the first impression one makes, but somehow I often ask this question to potential buyers. Do you know a better or least harming way to ask this?
if you don't drink water you'll die now give me money haha.Great lesson, I was applying for a sales job one day and I heard the reps on the phone pretty much making every mistake you ever talk about. It was pretty painful to watch
Asking questions is one of the best ways to help guide the direction of a conversation too.