Sales are about addressing your customers' needs and problems. By understanding the issues clients face, you can show them how your service solves their problems.
Here are some tips for asking the right sales questions to better understand and help your customers.
1. Don't jump into sales questions right away.
Sales aren't just about making a sale, although that's certainly part of it. Instead, sales are about building relationships. That's how you make a sale today and encourage repeat business tomorrow.
When you start asking questions, don't begin by asking questions about the sale specifically. Instead, ask questions that develop a relationship and give you a chance to get to know the client better.
For example, ask questions about their long- and short-term goals. After that, move into questions about the issues they face and what solutions they currently use. Then, find out what does and does not work about those solutions. That will help you understand your potential customer, which allows you to meet their needs right now and anticipate future needs.
Today we are honored to present an article by Blair Thomas. He is an electronic payment expert with eMerchant Broker and his focus is on how contractors can benefit from accepting credit cards.