Ask – don’t pitch

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Does your sales team have a generic sales pitch they rattle off to every prospect?

Customers want to know what’s in it for them personally, not listen to a script. Turn your sales pitch on its head by asking effective questions, being attentive, and personalising your sales discussion to each prospect.

Consider asking the following questions when dealing with prospects:

1. What difficulties are you experiencing?
Understanding a prospect’s specific circumstances allows you to position your product or service in a way that solves their problems or benefits them personally.

2. What is this costing you?
Speak in terms of money, time and stress. Establishing how an issue is costing the prospect will increase their level or dissatisfaction with the issue and help you overcome sales resistance.

3. What would your life be like if these issues were resolved?
This encourages the prospect to imagine how their life would improve if the issue was resolved. Frame the value of your product or service in a way that directly relates to them.

4. What are your long term goals?
This gives you insight into their plan for the future, so you can tailor your product or service in a way that helps them achieve their goals.

Asking these questions and tailoring your sales pitch to their situation helps the prospect see the value of your product or service for them.

“Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service.” – Brian Tracy

If you need help with your sales strategies, get in touch now.