Most sales professionals are delighted when a potential prospect contacts us and knows exactly what they want. It almost seems like a lay down and in some cases it is. But what about the prospect that never calls you back even though you felt comfortable with your price point and the prospect even acknowledges that you are right within there budget?
This happens to sales professionals almost daily. We get excited about the fact that a sale has simply landed in our lap and all we have to do is process it and it's done. The customer gets what they are looking for and we get a commission for basically being an order taker right? Wrong. The problem with this is we have failed to truly show value in the product or service.
Here is why I use the "WHY" factor. If a potential customer contacts me and knows exactly what they want, the first thing I ask them is WHY are you looking at this particular product/Service? This creates the dialogue which allows you to uncover the reason your prospect arrived at this product or service as there solution. Did someone simply say they needed to have this without truly knowing what the customer wanted to accomplish? Did they attempt to do their own research and arrive at this conclusion? Did the price seem attractive or does the product/service seem to be in line with what they want?
We cannot and should not ever guess as to why a customer wants a product. We should always uncover the desired state, add value to our product/service offering and further secure the sale. Use the "WHY" factor and you may discover that the product/service the customer wants is not the one they need or may not deliver the desired result.
Can you imagine thinking you need an alternator for your car, getting alternator quotes from several sales people and having just one sales person say why do you think you need an alternator and then discovering you only needed a battery? Would you call back the sales person selling the alternator?
Pitch Big, Stay Focused and Close the Sell
No comments:
Post a Comment