Selling is simple. You don’t have to be a highly trained professional to sell your product, service or idea. The main focus of the sales process is to ask open-ended questions and then listen carefully and sincerely to the answers. I’ll show you how to do just that in this video and article. Be sure to turn up your speakers!
Here’s a main point I’d like you to remember: We humans have two ears and one mouth for a good reason. That means that during the entire sales process our job is to listen more than we speak.
The word “selling” can strike fear in the heart of many women in business. Trust me, there’s nothing to fear. All you have to remember is that a successful sale begins when you ask key questions and then listen carefully and sincerely to the answers.
You can provide value only when you know what the other person wants, needs or desires. How do you find the wants, needs and desires of others? You ask open-ended questions and quietly listen to the answers. Listening sincerely is a key element to providing value to your prospective customers.
Sharing the benefits, not convincing someone to buy, increases sales and builds loyal customers. Listening to your potential customer is not only courteous; it also provides invaluable information and insight into the "qualifying" process. Qualifying in sales means finding out if and when your potential buyer will be making a buying decision. Your role in the qualifying and sales process is to ask the open-ended questions that will assist your customer in making a wise buying decision.
Open-ended questions don’t have a simple yes or no answer because they involve more detailed explanations. Here are a few examples of open-ended questions:
How may I help you succeed in your business?
What are your goals for building and propelling your business forward?
Why did you decide to start your own business?
Who is involved in the buying decision?
When do you intend to make your buying decision?
Where do you see your business five years from now?
The sales experience should always be about sharing the benefits of your service or product and never about convincing someone to buy something they don’t need or want.
The most important thing we can do to ensure a win-win buying experience is to ask powerful opened-ended questions and listen sincerely to the answers. After all, that’s why we have two ears and one mouth – so we can listen more than we speak.
I highly recommend Og Mandino’s The Greatest Salesman in the World to everyone who is interested in enhancing their personal and professional development – not just people in sales careers.
Here is an offsite link to Amazon.com if you’d like to read more about The Greatest Salesman In The World or to purchase it: The Greatest Salesman in the World: Gift Edition
I also recommend Napoleon Hill's Think and Grow Rich - another classic for your personal and professional development: Think and Grow Rich: The Landmark Bestseller--Now Revised and Updated for the 21st Century
Disclosure: I purchased these books to read and review. All reviews are solely mine. As an affiliate of Amazon.com I will get paid on any purchase of this product from the links within this article.