Sales is a repeatable, teachable process. Although it is a technical skill, finding the “right one” based on the customer’s wants and needs is crucial. In over thirty years of selling, I’ve learned these strategies to determine which product your buyer will love and close on FAST…
How Finding the “Right One” Sets You Up for Success
The step of the sales cycle where you decide on the product to present your prospect is called fact-finding. Because it is so closely related to the product presentation, it rarely gets discussed on its own…
YET, IT SETS UP EVERYTHING ELSE IN THE SALE. HOW YOU PRESENT, NEGOTIATE, AND CLOSE ALL DEPEND ON FACT-FINDING.
Fact-finding must be a non-negotiable. If you struggle in any of the following steps of selling, it’s because you didn’t have enough information.
This is because sometimes you haven’t shown the feature that would solve the problem…
You didn’t present an option you offer that would make the buyer fall in love…
Or, your client thinks they want one thing and they actually need another…
So, how do you solve these riddles alongside them?
Well, it’s all about asking quality questions and knowing how to use the data you get in return.
Where There Are Clues for Finding the “Right One”
To begin with, it is extremely important that as the salesperson you remain in control. You need to be able to guide your prospect through the sales process confidently and smoothly…
AND ASKING QUESTIONS, THEN GETTING ANSWERS TO THEM CONTROLS THE SALE!
However, you’ll just run around in circles if you just ask about their kids and the weather. The secret to finding the right one for your customer will lie in their past…
Before selecting a product to present, it is a smart idea to get some info on prior, similar purchases. Here are a few examples of what to ask to narrow things down:
- What didn’t you have on your last X that you want on your next one?
- What do you like about your current X?
- Or, what don’t you like about your current X?
The buyer’s answers here can speed things along in finding the right one to present to your buyer.
Keep these answers in mind as you go through the product presentation and the rest of the sale. Your clients will appreciate it and so will your closing ratio, but it doesn’t stop there…
What Strong Customer Relationships Can Do for Your Sales
Treating people right is its own reward. Nevertheless, when you take time to find the right one for your prospects they love and solve their problems you get something else…
LOYALTY.
This is what separates the average salesperson from the superstars. People remember being taken care of. As a result, they will not only return to you, they’ll send their friends and family.
Just like when looking for a spouse, finding the right one for your customer is never a waste of time.
Fact-find thoroughly and be great.
— Grant Cardone
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