Home > Business Resource Center > Leading Conversations
| North Central West Virginia's "Home Page" |
|
|
| We Donate 10% of Gross Member Dues to Local Non-Profit Organizations. Visit our Donation Center. |
| News, Weather, Classifieds, Lost & Found, Gift Shops, Restaurants, Night Life, Automotive, Interesting Local Links...Anything Local !!! |
| All Rights Reserved. The Home Improvement Network. P.O. Box 4203, Clarksburg, WV 26302 Website designed/maintained by Rick Quinn, MCSA, MCP |
Now, I am not promoting being dishonest by any means. Like Zig Ziglar says,
"you can't be one kind of person and another kind of sales person".
I am however, telling you that people need direction. Not everyone is a leader,
and the reason a potential client is calling you is because you are the
professional in that particular industry.
The easiest way to lead a conversation is for you to be asking the questions and
the consumer to be answering them, not the other way around. You need to find
out the needs of the client so that you can offer your expertise to help them solve
their problems.
Too many times, I see consumers taking charge of phone conversations and
sales presentations by asking questions like, "how much do you charge?". In a
lot of situations, consumers ask questions like that because they don't know what
else to ask. Remember, they don't have the knowledge that you do, that is why
they contacted you in the first place.
If you answer all of their questions before you "sell" yourself and your company,
the chances are greater that you won't get the sale.
Ask questions, get the consumer involved, and make your presentation. Oh, and
don't forget, attempt to close the sale. You have to ask for the sale.
"you can't be one kind of person and another kind of sales person".
I am however, telling you that people need direction. Not everyone is a leader,
and the reason a potential client is calling you is because you are the
professional in that particular industry.
The easiest way to lead a conversation is for you to be asking the questions and
the consumer to be answering them, not the other way around. You need to find
out the needs of the client so that you can offer your expertise to help them solve
their problems.
Too many times, I see consumers taking charge of phone conversations and
sales presentations by asking questions like, "how much do you charge?". In a
lot of situations, consumers ask questions like that because they don't know what
else to ask. Remember, they don't have the knowledge that you do, that is why
they contacted you in the first place.
If you answer all of their questions before you "sell" yourself and your company,
the chances are greater that you won't get the sale.
Ask questions, get the consumer involved, and make your presentation. Oh, and
don't forget, attempt to close the sale. You have to ask for the sale.