How often have you as a customer been asked for feed back during the sale process? As a sales person how often have you asked your customer for feed back during the sale?This is an important skill that you have to learn and keep honed, just doing it now and then will give you a now and then kind of income! Superb high producing sales persons ask their customers for feed back right through the sales process and before they move on to another point, this continual checking in effect keeps you focused on your customers needs and the customer focused on you and your proposal. Developing this skill allows a sales person to accurately gauge where they stand in meeting a customers needs, and howwell they are progressing, while at the same time provides the information that you require to navigate successfully in the sales process making adjustments seamlessly as you proceed.This skill takes away the assumptions that most sales people make when their customer is silent, by wrongly assuming that their customer is still focused, active, and interested in what they are proposing, this could be furthest from the truth as the customer may have zoned out and is in fact playing a round of golf in his mind instead of listening to your sales pitch!C'mon haven't you done something similar your self when you have been the customer? Actively seeking and asking for customer feed back keeps you in control and on track to achieve your objective. Checking also allows you the sales person to identify any mistakes that you may be inadvertently doing, it allows you to see opportunities, for a close, or obstacles that you may have to remove. Most importantly your customer feed back gives you an opportunity to refine your message to suit the particular customer making you confident to close the sale.Each time you ask a question or respond to an objection, check for feed back so you can gauge your customers reaction, if the customer understands and agrees, with your checking question it will save valuable time, as you will avoid going over unnecessary ground, should your feed back show that the customer is still unsure or worse confused it will allow you to seamlessly back track, make adjustments, and then move forwards again.This important skill is one that sales people resist the most. Why? In my years as a trainer sales people resist this skill as they fear it may be too risky and as a result jeopardize their objective, Or they believe that this skill makes them appear far to pushy, or manipulative, (this skill is neither) so they fail to learn, develop and keep this skill honed, as they have stumbled on and made sales with out utilizing this particular skill to it's fullest. Imagine how many more sales you would make form this one customer if you had taken the time to learn this skill and then rehearsed it honing it to perfection.So what are checking questions? Simply stated checking questions are open ended questions such as "would you agree...?" "What are the points....?" So questions that are open ended are checking questions and not leading questions, leading questions do just that lead the customer to make an answer in other words it forces the customer to say yes or no.
Original :: make your customer feel comfortable ask
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