What do you think a successful sales call should sound like?
Scenario A - the salesperson….
1. Perfectly presents his presentation
2. Shows all the features and benefits
3. Tells them why they should act NOW and not later
4. Handles the objections as they come up
5. And justifies price
Scenario B - the salesperson...
1. Asks questions
2. Tries to help the prospect
3. Qualifies the prospect
4. Then helps them find out if this product is for them
If you said scenario A is what a successful sales conversation sounds like, then you’re right!
… If you were pumping and dumping stocks in 1987.
To sell in the 21st century, scenario B is much more effective.
Top sales professionals using the new way of selling talk about 20% of the time.
The rest, 80%, is the prospect talking.
In fact, these top players don’t even talk 20% of the time.
They ask strategic questions to get the prospect to open up to you, reveal their problems and give you the ability to diagnose them.
Questions let people close themselves on why they need your product or service.
That’s why you don’t need to be pushy or slimy or unethical.
Because you aren’t selling them on how bad they need what you have.
They’re selling themselves and you on why you should let them buy from you.
Primarily asking questions works for 3 reasons:
1. It’s more powerful than shoving your product or service down your prospect’s throat
2. It’s the opposite of most sales people because they’re usually aggressive, pushy, and manipulative
3. It shows you care, and can help you build an emotional connection with the prospect
Forbes hit the nail on the head when they said,
“People Tend To Make Purchases Based On Emotion. A Strong Emotional Connection With Customers Helps You Cut Through The “Noise” And Make An Impact.” -Forbes
You know a lot about the product or service you’re offering.
But people don’t care how much you know until they know how much you care.
They need to know that you have their back.
The biggest secret to success in sales and closing is actually giving a damn about the prospect. Their results. And their outcome from buying from you.
When your product or service is not a good fit, tell them it’s not a good fit.
If there’s other people who are better suited to help them, refer them.
That’s what I’m talking about.
Now, the question you might have now is…
“Okay Dan, so what kind of questions should I ask to close the sale?”
There are many things you can say and many questions you can ask.
But don’t get discouraged or overwhelmed.
It’s way simpler than you think… once you see the pattern behind the NEW way of selling.
And just recently, I republished one of my most popular sales articles that tells you exactly what you need to sell anything to anyone, anytime today.
If you want me to send this article to you personally absolutely free of charge, just type “Closing” below.
