Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
Probe Before You Sell > NetSparsh - Viral Content you Love & Share

Probe Before You Sell

When selling a product to a customer, it is very important to find out as much as you can about your customer and their needs before you proceed with your sale.

This is commonly referred to as "needs based selling."

The most effective way to find out about your customers needs, is to ask probing, open-ended questions.

An open-ended question does not allow your customer to give you a "yes" or "no" answer, it makes them explain to you what their needs are, and why they would need a particular product.

Here is an example, if you were a sales associate at a furniture store, and a customer walked in looking for a dining room set, an open-ended question you might ask would be:

"Tell me about the particular type of pattern you are looking for," or simply put, "tell me more about what you are looking for"

This puts your customer in a situation where they cannot say "yes" or "no," they must go into detail.

On a personal note . . .

Not to long ago, my wife and I were in a department store looking for a coat for me.

I spotted one that I like hanging on a discount rack. It was brown, with a removable liner, and a zipper that ran the length of the collar, to protect your neck.

I liked it so much, I took it from the rack and tried it on.

As I stood admiring myself in the mirror, a sales associate came over and complimented me on my appearance in this jacket.

I smiled politely and thanked her. She than proceeded to tell me that the best part about the jacket was that it smelled like real leather.

Taking her word for it, I put my nose to the sleeve, took a whiff, and sure enough, it smelled like real leather.

The only problem was . . .

I don't like the smell of leather.

Needless to say, I put the coat back on the rack, and the friendly sales person lost the sale and the commission.

The mistake the sales person made was assuming that I liked the smell of leather. It was a safe assumption on the part of the sales person, because most people like the smell of leather. This doesn't mean it should be taken for granted.

The point I am trying to make, is that it is essential that you ask probing and open-ended questions, find out as much as you possibly can about your customer before you present them with a product. You'll end up with a lot more sales. Believe me!

Jay Conners has more than fifteen years of experience in the Banking and Mortgage Industry, both as a Loan officer and a Sales Manager. He is also the owner of http://www.jconners.com, a mortgage resource site, and http://www.callprospect.com, a mortgage lead company.

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news

$800 Billion For Sales Training
MediaPost Communications
Sales continues to be a top investment priority for businesses, according to the third annual LinkedIn State of Sales report. In the U.S. alone, companies spend $15 billion each year training sales employees and $800 billion on incentives to retain talent.


Forbes

4 Ways to Make Sales Training Stick
Forbes
There is this old saying about marketing that goes like this, “Half of my marketing dollars are wasted, I just wish I knew which half.” It's a slight jab at my friends in marketing, but one that applies equally to sales training and development. Sales ...


Alcohol serving, sales training class set Oct. 28
MyWebTimes.com
Illinois Licensed Beverage Association, Chapter 76, has scheduled a class for the state's mandated BASSET training. The class will be from 1 to 3 p.m. Sunday, Oct. 28, at Jack's Place at Grizzly Jack's Grand Bear Resort. Cost is free for ILBA members ...


Carew International Announces 2019 Sales Training and Sales Leadership Training Schedule
PR Newswire (press release)
CINCINNATI, Oct. 17, 2018 /PRNewswire/ -- Carew International, a leading sales training provider and Top 20 Sales Training Company as ranked by Selling Power magazine, has announced its open enrollment sales training and sales leadership training ...

and more »

ATD

Aligning Sales Training for a Better Product Launch
ATD
Launching a new product is a tremendous opportunity to boost revenue and expand to new markets. But most companies miss out on this golden opportunity. The best sales trainings take advantage of new product launches to improve your reps' alignment ...


Director of Sales Operations
Built In Chicago
These include planning, reporting, sales process optimization, sales training, product training, sales program implementation, and sales administration. He/ She is responsible for the overall productivity and effectiveness of the sales organization ...


Money Management

ASIC wants product sales training powers
Money Management
The Australian Securities and Investments Commission (ASIC) wants the ability to intervene in training associated with the sale of financial products. The regulator has told the Senate Economics Legislation Committee that its efforts would be assisted ...


Sales Training Manager
Built In Austin
The Sales Training Manager is responsible for training, developing, motivating, and integrating trainees through our learning and development programs at Opcity. The Sales Training Manager facilitates all the necessary tools, information, and skills ...


Forbes

How To Win More Deals: Reenvision Sales Enablement
Forbes
In the past decade, businesses have come a long way in giving their front-line salespeople the tools and information they need to operate more effectively and engage customers more successfully. The results from sales training and enablement programs ...


GlobeNewswire (press release)

Study Finds 1 Out of 2 B2B Sales Reps Fear Making Cold Calls
GlobeNewswire (press release)
RANCHO SANTA FE, Calif., Oct. 16, 2018 (GLOBE NEWSWIRE) -- According to research findings released today by ValueSelling Associates, Inc., a leading sales training company, fear is one of the biggest obstacles to business-to-business (B2B) outbound ...

Google News

Six Simple Steps to Increase Sales and Decrease Stress

Have you ever found a lead on a scrap of... Read More

Top Ten No Money Promotion Ways That Create New Clients and Fast Sales

Better than offline promotion such as press releases, talks, or... Read More

The Five Most Common Mistakes Salespeople Make

Over the decades that I've been involved in sales, I've... Read More

How To Master the Art of Super Salesmanship

Mastering the "art of selling" is simply knowing how to... Read More

More Customers! Less Work!

Wouldn't it be nice if there were an inexpensive method... Read More

12 Sure-Fire Steps To Improve Your Retail Sales

The purpose of any business is to bring in customers,... Read More

Business Appointment Success or Failure

One of the quickest ways to loose a sale is... Read More

Theres a Referral for Everyone

I worked for years as a mortgage loan officer. During... Read More

Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar!

Yes, it's true. Saying "No" is a great way of... Read More

How to Maximize Sales by Minimizing Windshield Time

During the late 1980's I was a field sales representative... Read More

Top 7 Psychological Triggers For Unlimited Sales

Did you know that there are specific psychological triggers you... Read More

Mortgage Leads Are Like a Box of Chocolates

Mortgage leads are like a box of chocolates, you never... Read More

Secrets That Lead To Failure In Sales

Let's be realistic nobody really wants to be labeled a... Read More

If You Respect Them, They Will Buy -- Closing the Sale

We've all had the unfortunate experience of being convinced by... Read More

Prospecting: Not A Wild Goose Chase... Its A HUNT

Prospecting for future customers can be fun if you approach... Read More

The Top Five Traits of a Successful Salesperson

If you're looking for a successful salesperson to hire, a... Read More

How To Write A Killer Sales Letter

I sit down and look at my notebook. Then, I... Read More

10 Killer Ways To Multiply Your Sales

Would you like to multiply your web site sales? Or... Read More

Boost Your Productivity, Networking and Sales: Make an Impression

Through out our career and lives we regularly get an... Read More

Boost Buyer Confidence By Assuming The Sale

I saw something in town the other day that just... Read More

Emotions That Sell, Part 2

In the last article, we looked at three emotions (besides... Read More

Are You Deaf? Dumb? Blind at Trade Shows?

I'm constantly amazed how otherwise smart marketeers become deaf, dumb... Read More

4 Easy Ways to Boost Your Sales

Here are 4 easy ways you can boost your sales... Read More

Sales Performance and Motivation: How to Get Your Edge Back

Performance and motivation are like chocolate & peanut butter; the... Read More

11 Proven Sales Strategies to Help You Close The Deal

There are a number of sales closing strategies that you... Read More