Salespeople: Relax & Think Relationship April 22, 2009

Asking questions is part of most every sales cycle.  Too often, sales people tend to move full-speed-ahead with information gathering before they have permission from the prospect.  Have you ever admired a good sales person? They seem to be enjoying every part of the process and make it look easy. Why? They took the time to earn permission – build a relationship – gain trust.

Where Were You On The Night In Question?  Some, less experienced sales people read books and attend seminars that tell them to ask questions in order to engage their prospect.  The problem: these books and seminars can’t really help you if you don’t have sales timing. It’s like comedic timing – if you miss it your joke flops.  In this case it’s your sale.  

The Self-Important Doctor:  I recall this exact situation with a specialist I sought for a family member. I read reviews of this one doctor and choose to seek her out first.  It wasn’t easy reaching her, which already had me “wondering” why she didn’t have an answering service.  When we finally connected, I was ready with my list of questions: ones I thought she would have probably answered numerous times by now. Instead, she launched into new patient questions: name, birth date, social, etc.  I  interrupted her interrogation to request she answer my questions first.  She was obviously exasperated by this and answered in a tone that belittled me. Needless to say, I did not use her and in fact wrote an online review of my experience on a local medical reference site.

Shall We Dance? Once the prospect is in your store or on your website, you must remember that the sale is hardly over.  The relationship has just begun. What is going through their mind?  That’s all that you need to concern yourself with at this very moment.  Usually, they are confirming that they are somewhere that can help them solve their problem.

It’s All About Me – What should a sales clerk ask when someone walks into the store?  Though there are many variations few would argue that, “Can I help you find something?” would be excellent.  If someone responds with, “No. Just browsing,” they are telling you a lot already. They either are in fact just browsing and you do not need to spend a lot of time with them or they are not ready to engage a sales relationship with you. This is the same for websites. If you have done your marketing strategy homework you know who you are targeting with your site. What is this visitor there to do? If you cannot answer it quickly – click your relationship is over in 3-5 seconds.

Over Eager = Desperation Whether you think you appear desperate or not, if you come on too strong you will put off most of your audience. People like to be in control of their buying experience. However, it’s wise to position yourself according to the clients you want.  Eg: You wouldn’t advertise bargain prices if you are targeting luxury buyers.

Always remember that your prospects still buy based on emotional decisions.  Don’t add to their objections with your sales technique.

 

Paula Pollock is Director of the Pollock Marketing Group, servicing private clients as their virtual marketing director along with a team of top vendor professionals.  Paula also offers self-motivated businesses products to create functional marketing strategies and plans producing tangible results that convert into sales.  With over twenty years of corporate sales and marketing experience, Paula offers knowledge and value that few can match. To receive her quick-read, weekly marketing tips and her Special Report, “7 Client Attraction Secrets That Will Double Your Income,” CLICK HERE and sign up.www.paulapollock.com