It’s always rewarding to close, no matter how many years in business, it always feels good.
We all have stories of new customers who have “fallen on our knees” and bought quickly. For some reason, it seems we can not forget the great current that occurs with these new customers. I am here to say that as good as fever, may be when we allow a sale to occur too quickly and just leaving money on the table.
When you start talking to a new customer, the salesperson and the customer is always intend to do with a specific product in mind. It can be any number of products it sells.
The initial interest expressed by the customer is always the discussion guide. Once the debate becomes a specific product, customer focus becomes even more closed to any other product.
The real danger comes when the customer agrees to buy. At that time, the client feels that the process is long, and your mind moves to something else, usually something totally unrelated to your business or product.
To avoid such a situation, the seller must make the necessary preliminary questions to determine other needs of the customer.
When you probing questions early, are able to assess the additional products that may interest the customer. If you wait to make these kinds of questions until after the initial sale is complete, you will always be behind.
This is the general principle of not closing too quickly. You want and need enough time to explore and determine the needs of the customer.
What are the probing questions? Exploratory questions in general, are open questions that the client receives. The questions may include asking the customer about their work and the types of benefits they receive from it.
Whether face to face or by telephone, the seller must take the time to engage the customer from the beginning. The key questions is the first open question: “What other products or services would you be interested?” Ask a new customer this kind of question before establishing a relationship, the risk of alienating the prospect.
Involve the client in a nonthreatening and customers are more willing to share information without erecting barriers of defense. Keep your questions short and simple exploratory, so the client can make the most of the conversation.
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