Marketing Advisor Update

Sales and marketing tips, insights and advice for service businesses amd companies selling complex or technical products.

Tuesday, April 10, 2007

Why you should be asking clients questions.. lots of questions.

Do you know what happens when you do the talking during a sales presentation?

Most often your clients will drift away with their own thoughts. I guarantee it! It's human nature. (keep reading to find out why)

This process is accelerated if you start off your sales calls by explaining everything your company can do for your clients.

Beware... Your clients/prospects will often encourage you to do this by asking something innocent like, Tell me about your company?, or; Why have you come to see me today?

Inexperienced sales people (and this includes technical staff, managers, and even professional advisors) will take this invitation to launch into a sales spiel about how great their company is. Or they will produce a list of services they can provide.

But I'm here to tell you to STOP. Don't do that.

You see, people easily tune-out from your talking because they can think up to 10 times faster than you can speak. So they have plenty of spare space in their brain to listen to you AND still plan the rest of their day, or what they will be doing that evening, or what they need to buy from the shops.

So that's why you should be asking your clients questions. Lots of them. In a professional but inquisitive manner. Keep them talking. You can focus on listening. And they wont get the chance to drift off into their own thoughts.

If you would like to learn more about how to ask these questions, and how to keep your client focused on what you are offering them... then attend one of my Selling With Confidence 2-day practical workshops in Sydney, Brisbane, and Melbourne.

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