It’s easy to fly by the seat of our pants when it comes to customer conversations. We think we know what information we need to convey and we so often only ask questions that WE need answers to in order to put a statement of work together and get the job.
Even though you want the sales transaction to go this way, your prospective buyer isn’t even close to being ready to buy from you – even if he has called you.
If you are finding that you aren’t exactly happy with the quality of the customers you are attracting, you have to learn the dance steps for the conversation and that includes better questions.
Set Aside time to listen first. You may think that you are already doing this, but what are you listening for? You want to listen for all the information you can possibly store in your brain (or take notes) so that when it comes time for you to discuss your services, you can reflect some of that information back to the customer.Listen for lifestyle , fear, struggle, how educated about what you are proposing, the kind of communication method and frequency they prefer, etc. When you spend time listening to them, even if it seems like a waste of time to you, you will have created a foundation for a great relationship. Asking detailed questions helps them feel listened to – not sold. They appreciate the fact that you care about the things they care about.
So many of your competitors ask only the minimum number of questions – taking that little bit of extra time will pay off in what could be a long-term relationship.
Get our guide to asking better questions by emailing to: firstname.lastname@example.org