Mary Anne Davis Plan Your Sales Message by Asking Questions
I recently read Mary Anne Davis' book The Sales Messenger and it is the best book on sales I have read in quite a few years. I am a big fan of Lee Dubois, and Mary Anne uses some of Lee's ideas and material in her book.
Please order Mary Anne Davis's book by going to the Tremendous Life Books link below.
So the customer does not feel like they are being interrogated verses being partnered with to solve their problem, start by asking their permission to present your questions. Here is an example of how to start "To make the best use of our time when we are together, my purpose at this time is to get your answers to a few questions. Do you mind it I ask them?"
After you have permission, start by asking open-ended questions to find out what your customer is doing in the area that your product or service can help with. Do NOT try to sell at this time or ask about how they may use a competitor. Instead focus on their current use, their needs, their desires, and possible objections they have to technology or problems they encounter with other things they have tried. Listen closely to their responses and take notes. This should be a give-and-take session with the customer. You can use the notes later to customize a presentation or do a follow-up discussion with the customer.
Below are some ideas for ways to start questions that get the customer thinking about current or potential problems. You can use the answers to help build your case when you are ready to present your product or service. • Are you aware…? • Does it concern you …? • Could there be a problem if …? • What would happen if …? • According to …? • How would it fell if/to…? • Did you know …? It takes building relationships through understanding of your customer and their specific needs to make a sale. It may take several phone calls and meetings before a sale can be completed. Keep the individual customer in mind when building the relationship and you will eventually get that order.
*NOTE: The questions above come from chapter 5 in The Sales Messenger: 10 Lessons for Sales Success in Your Business and Personal Lives book by Mary Anne Davis.