top tip to successful selling ask

How often have you jumped straight into selling after opening?Don't feel bad. You are the majority. While a sales person may think they understand customer needs they go straight to talking product, sound familiar? This is how the sales training goes in a true and tried traditional feature and benefit model. Ok, you are not like that, you ask questions, so what set up do you use when asking your customer questions? Do your questions inspire the customer to satisfy your objective and buy from you?If you have answered NO then you are asking questions with out any setup and this limits the cooperation you are going to get. By using a set up process you will wrap up your opening, bridging thegap to your customers needs by creating the expectation that you will be asking questions and getting your customer to agree to that. The reason you set up questioning is that when customers are made part of the decision making process they will more than likely participate actively and with enthusiasm.Try this next time you are with a customer and now preface the reason for asking the questions with a benefit for the customer, and watch the cooperation increase.Sales people and I have succumbed to this myself when asked by a customer "tell me about this car/product?" or "what have you got on special today?" STOP. Don't succumb to the temptation of going straight to the sale by jumping to product before identifying the customer's needs. Instead say "Yes, can I ask you what is important to you and what specific need would you like filled by the product you are considering? Can I ask you a few questions so that I can tailor to your specific need?"If you are further down the sales cycle and have already identified the needs now is a great time to recap those needs and ask questions to identify any additional needs or concerns. This technique will let you learn if any thing has changed so that you can incorporate that into your dialogue. Keep asking pertinent questions so that you can get to the core of your customers need. Well structured and thought out questions will encourage robust and honest dialogue and prevent you from getting to product to early.Carefully researched and delivered questions set the superb sales person apart from the good sales person. Here are some ideas to help you sharpen this skill.Do your home work: Build credibility by showing that you are prepared but that you would also like to ask some questions.Encourage participation: Share your reasons for asking questions with your customer showing that you care and creating a bridge to meeting their needs.Benefits: Let the customer know how they will benefit by participating in the dialogue.

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