One mistake a lot of salespeople make is that they see themselves as Evangelists; they always want to preach.
The art of selling is not about preaching.
One thing I always say is that you should not sell; instead, you should help.
Zig Ziglar, one of the greatest Salespeople and trainers, once said that you will get everything you want out of life if you help enough other people get what they want.
If you want to be an effective salesperson, then focus on the client as much as possible.
A lot of people fail to close sales because they go for a client appointment thinking of what product or service they should sell to the client, rather than how they can help the client.
Think of the last time you went to the doctor’s appointment. Do you remember how your doctor asked you many questions to understand the problem before prescribing any medication?
Imagine if your doctor would first prescribe then ask questions later, would you have faith in them? Would you be confident of even taking the medication?
If not, then why do you do the same thing to your clients in your approach to selling?
Starting today, you have to think of yourself as a doctor. Before suggesting a solution, try asking questions then propose a solution for the client based on your products or services.
This is an effective way to solve your client’s problems right where the need is rather than working with assumptions.
It’s always about the client, and the more you are focused on your client, the better your sales process becomes.
If you want to learn more about asking quality questions, we can help you out.