Advise me on...
Gavin Ingham - Selling Tips 2
Be genuinely interested in your clients
Clients are bored of salespeople going through the motions. Salespeople are bored of going through the motions. So why do it?
I understand that it's hard to get motivated on the 47th call of the day or the 15th meeting of the week but if you can't get motivated then you can be sure that your client won't be! I'm guessing that your market is pretty competitive right now. In many markets clients get hundreds of marketing approaches for every meeting they take or for every salesperson that they speak to. Make sure it's you by getting motivated and interested in your clients now.
People often ask me, "How do I differentiate myself from the competition?" The answer's simple… be genuinely interested!
Ask great questions
Most salespeople think they are great at questioning. Most salespeople are wrong. When I run sessions I often ask people to write down some questions they can ask of their clients. I give them between 5 and 15 minutes. Few people come up with more than 3 or 4 bland questions and many come up with less that that!!!
When I ask about it, delegates say things like, "Oh! It's difficult like this. I have loads of questions when I'm in flow!!".
Poppycock! Most salespeople ask few or no questions and those they do ask are all about them not the client e.g. "Have you got budget?", "Are you the decision maker?" and "Are you happy with your current supplier?".
Great questions come from two things:-
The first is being genuinely interested in your client. The second is planning and preparation. Questions need to be planned, rehearsed and written out. Questions need to be captured, learnt and practised. Focusing on this one area of your business over the next few weeks could well cause a sales explosion for you. To find out more join my newsletter and my community at www.gaviningham.com now.
