The most effective way to control the sale is to ask more questions.
A mistake sales reps make is that they tend to move backwards through the sales process. Reps would start a sales pitch to a client with their presentation and only then ask questions. This is a recipe for failure and puts the prospect in control of the sale. Make sure to ask questions about the prospect’s needs first and then adapt your presentation to address those needs. If you can offer a prospect a customized solution, closing the deal will be a certainty.
There are 3 basic rules that you should follow when you approach a new Prospect:
Determine your key objective: What information do you require in order to determine the best solution for your customer? Make sure you ask the right questions to identify the need of the client in line with your solution.
Understand their business: Ask enough questions to really understand their business. Do not only focus on the area of your product or service but make sure you know what their broader business situation and vision are. In this way you will be able to lift the conversation to a strategic level.
Consider the person – Responsibility and Aspirations: The higher up you go in an organization, the more strategic your questions need to be. Questions about the company’s goals, objectives and the challenges and barriers that are preventing them from reaching those targets will give you valuable insight. Be very sensitive and make sure you pick the client’s aspirations and goals up as well.
Dealing with people is probably the biggest problem you face, especially if you are in business. Yes, and that is also true if you are a housewife, architect or engineer – Dale Carnegie