At the first meeting with a prospect, many Sales People mistakenly focus on speaking about Their Product first, before listening to the actual customer’s problem. They seem to think that everyone who makes times to see them wants to hear about Product Feature and Functions. Not True. Generally, potential customers make time for a Sales Call because they “might” have a problem and are looking for a solution to address it. Sales Pros know this and come to a meeting with a Customer-focused or Prospect-focused attitude to Learn more about the customer problem!
What is the best way we learn?
By Asking Great Questions!
However there is one additional focus point here with is the Type of Question you ask. This is the nature of asking Open-Ended Questions! What is an Open-Ended Question you might ask?
The answer to an Open Ended Question cannot be Yes or No
The Answer demands a more detailed answer
What great sales people do is to continually ask Open-Ended questions that prompt conversation. By prompting a conversation, Sales Pros consistently learn more about Customers or Prospects than sales people who show up and talk about product features and functions. There will be Plenty of time to Sell and talk about Features and Functions. But, only if you take the time to Learn the Why and How of what the customer wants to accomplish. Once know the customer’s problem, you can Target Specific capabilities of your product to show your customer how something you are selling can help them address the Why and the How of what they want to accomplish.
No matter how much you know about your own product, by asking these Open-Ended Why and How Questions, you will be much better prepared to tie what you are offering to what the customer wants to accomplish.
Remember: Not preparing means that you are going into the meeting without a plan. If you don’t prepare with the Key element- Great Open Ended Questions to your customer- you are not really prepared to sell!