I’ve been searching for a house to buy as a rental investment. I’ve looked at dozens of houses over the past few weeks and had four or five different real-estate agents show me round. Some of the agents ask me what I am looking for and listen to my reply. Others don’t even hear me and seem content to just show me their listings – now that’s a waste of their time and mine.
It got me thinking about what makes a good sales person and who is more likely to close a deal with me. I think the best sales people are those that ask me questions and then listen to my answers.
Now if you use a script for telesales then that’s okay but a good sales person needs to ask questions so include appropriate questions as part of your script.
Rather than assuming you know what a prospect or customer “needs” you should ask them questions and engage them in a conversation. Stephan Schiffman talks about understanding the “do” of your prospect by finding out:
- What they do,
- How they do it,
- Why they do it,
- When they do it,
- Where they do it,
- Who they do it with, and
- How we can help them to do it better.
The “do” is important because armed with that information you can make your presentation relevant to them. They will decide to buy your product or use your serve because it just makes sense to do so. Make it your goal to find out what your prospect is doing now before you tell them what they should be doing…