| Everybody knows that to present, ask questions, and | | | | of information if you let them talk. However, |
| listen are the basics of selling – not necessarily | | | | you’ve got to know what it is you want to learn |
| in that order. However, most sales people do not know | | | | so you can set-up the questions to get them talking |
| the finesses associated with these basics because | | | | about what you want to hear. Then you have to listen |
| they never learned them. | | | | aggressively. |
| Selling typically is not a destination career. But when | | | | 4. Probe without interrogating. When a buyer says s |
| presented with the opportunity, we thought, | | | | he wants something, i.e. service, quality, price, etc. what |
| “How tough could it be? I can do that.” | | | | exactly does s/he mean by that? Never think you |
| Well the best sales people realized that selling was | | | | know what s/he means. You have to have her or him |
| tough and they weren’t good enough, before | | | | explain exactly what good service looks like or how |
| they got good and that’s how they got good. | | | | low does the price have to be, … without grilling. |
| Please re read that. | | | | 5. Expose and entice buyers with other options or |
| Good sales people are not born. They take charge to | | | | features they may not have mentioned, yet you feel |
| get better. They ask for help. They watch other | | | | may be helpful to them. This must be done |
| successful sales people. They read selling books and | | | | consultatively – meaning no pushing or |
| listen to CDs about selling. Some invest in coaches or | | | | convincing. You offer it up to see if there is interest. If |
| attend sales seminar. The one commonality among top | | | | not, let it go. |
| producers is that once they start learning, they never | | | | 6. Present to show you have exactly what both you |
| stop. | | | | and the buyer have agreed the buyer wants. Then |
| So here are 7 advanced skills vs. basic skills that top | | | | prove with descriptions, examples, case studies, |
| sales people have learn to use. | | | | demonstrations, etc. that you can deliver it better than |
| 1. Put the basics in the right order: (a) ask questions | | | | any other alternative. |
| and keep probing; (b) listen to learn what’s on | | | | 7. Know how to close. Everything above has been |
| the persons mind – not what you think should | | | | your set-up for the close. Now the closing is another |
| be on their mind; and (c) present to show you can | | | | sequence. First, only close if the person feels good |
| deliver their vision (not yours) better than any | | | | about your presentation. So ask, “How do you |
| alternative; then (d) keep repeating this sequence. | | | | feel about what I presented?” If the feeling is |
| 2. Know what to ask. Know how to phase questions | | | | not good, you have to go back to clean up issues. |
| so as not to put the buyer on the defensive. Know | | | | Second, ask point blank, “Since you feel good |
| how to sequence questions. These subtleties will help | | | | about what I told you, can I have the order or your |
| you learn what you need to know, as you make the | | | | commitment to support me?” You want a yes |
| buyer feel comfortable, while positioning yourself as | | | | here. If not, then you have to go back and have him or |
| creditable, confident and competent. | | | | her tell you why not. |
| 3. Know what to listen for. Buyers will give away a lot | | | | |