Thanks
for letting me participate so fully in your recent sales training
meetings. After I got home though I began to wonder if we
weren't spending too much time on teaching our people our
products and how to push and promote them. And not enough
time on how to listen to what the customers really want.
Remember
when you and I used to make sales calls together? Remember
how we would never talk about our offerings and solutions
until we had asked the prospects a lot of questions? And how
we diligently listened to their replies? And probed and probed
until we were sure we knew what they were really looking for,
and what was really motivating them? Customers haven't changed
over the years, even though the pace of many deals may have.
They still have hidden reasons why they want to buy. Reasons
they might not be able to easily verbalize without help. And
they still buy off people who show a lot of interest in them.
Unless
you have any other suggestions, I know of no better way to
get prospects interested in us than to ask them a lot of questions
prior to trying to convince them we have a good solution.
This gets them saying "Yes". This shows we understand their
needs, concerns, problems and requirements. So let's add this
simple sales technique to our next training course.
