Ask Questions to Get the Sale
by Kevin Nunley
A friend of mine is an excellent sales person. Even though
he has a management job, the company finds reasons to
keep him in the field talking with prospects and customers.
His close rate is around 80 to 90 percent.
"What is your trick for always getting the sale?" I asked.
Ted smiled and said, "I just ask questions." He told about
starting as an insurance salesman years ago.
"My career was going nowhere. I tried this close, that
close, and nothing seemed to work." Finally Ted threw up
his hands and just started talking with people.
"I would ask them questions. When I found something
they were interested in, I would ask more questions about
that," Ted said.
Eventually, when he had figured out precisely what the
customer was most concerned about, he offered his product
and service as the solution to their problem.
"People love to talk about themselves. Keep asking
questions and you will get the sale. It's really that simple,"
Ted said. (See Ted's site at http://www.mediarage.com/
Kevin Nunley provides marketing advice and copy writing for businesses and organizations. Read all his money-saving marketing tips at http://DrNunley.com/.
Reach him at firstname.lastname@example.org or (801)253-4536.
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