Stop Selling and Make More Sales
was to try to get them to stop
selling as they knew it. The most important thing in any
sales call is to find out what the customer’s needs are. The
customer won’t readily tell you what his or her real needs
are so the sales person needs to do some careful probing.
Questions need to be asked that are relevant to the
customer’s needs and relevant to your product or service.
It is often useful to open an outbound sales call with the
question “Mr Customer I’m not sure whether we can help you
or not, however I would like to ask one or two questions
which will establish whether our product would meet your
needs and benefit your business, is that OK?”
This statement is perfectly true because, you don’t know if
your product or service will benefit the customer until you
ask him or her some questions about their business. It will
also have the effect of relaxing the customer if they
