Breaking Down Sales Barriers

Sales TechniquesAs sales professionals we want to engage our customers and understand their needs. Prospects have natural defenses when they enter a “selling situation.” Our job is to acknowledge their apprehension, and to show them we are sincere in our desire to help them. One way to accomplish this is to ask questions.

My 4-year-old walked in the room the other day and asked how to spell, “Henry.” Just as soon as I told her, she then said, “Great, now please write it down.” I did. As I finished writing, “Henry,” I realized that my 4-year-old had just used a classic sales technique, naturally. Although I was busy cooking dinner, she engaged me with a simple question. Not only that, it was one I could easily answer. This allowed her to draw me in deeper.

Now, of course I’m going to engage with my 4-year-old, but her sales technique still stands – she drew me in. Are we drawing people in with simple, engaging questions or putting them off with forced sales tips and techniques?

Every sales organization has its set of questions to engage a prospect? Are they helping, hurting, or neutral? How can you re-frame your questions to engage your prospect? This doesn’t need to be difficult. In fact, aim for simple.

What’s your approach?

~ Theo/DH

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