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Lead with “You” for Proactive Relationship Selling |
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To get critical information from potential buyers and clients require asking questions in the right sequences and with the right phases. This article will give some powerful tips to open-up buyers’ minds to you. |
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| Author: Sam Manfer |
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Both questions are self-centered, reactive questions. Yes, reactive. Even though in the second question you’re asking about future business, you’re not causing change. You’re waiting for the person to tell you what he’s going to do and hopefully allow you in. That’s reactive. Self centered because you’re asking how “we” are doing or how “we” can help. This is all about you even though it relates to his world.
To become more effective on your visits (that is leave with something tangible), get into your clients worlds, as if you were just trying to learn about it. Ask questions that will reveal their current state of mind relative to their job or the project - not as it relates to you or your company. Once you understand their concerns, you can determine if you can fit and if so you’ll be able to offer suggestions to help create the desired changes.
See if you understand the difference between the following questions from the questions in the first paragraph.
“How’s the XYZ project going?” vs. “I just wanted to check on how we’re doing with the XYZ project.”
The difference is it lets the person think of the XYZ project as it relates to him rather than how it relates to you. As he answers you’ll get a broader understanding of this person’s mindset beyond your participation. If you use the “we” then he’ll start thinking of you’re involvement, which narrows his focus. Then to minimize time and to spare your feeling he’ll be brief, “You’re doing fine,” or “It’s OK, but I wish we had something.”
In other words you won’t learn much, not even about you’re participation. However, if you just ask about the project, using the “you / your” focus, his mind is free to go anywhere related to the project and you’ll get more information about his feelings. And this information can be useful later to sell him more of your other services. You’ll also get a better understanding of your position relative to his bigger picture.
“What are some of your issues and concerns with upcoming projects?” vs. “Are there any new projects coming up that we can help with or participate in?”
The difference here is it gets the person to reveal what’s on his mind about his job as it relates to the upcoming project, etc. If you listen, he’ll say what’s bothering him or what needs to be done in the future (changes). These may be areas where you can offer ideas and solutions before he finalizes what he’ll do. And if you’re prepared to pepper him with other ideas you can get him thinking beyond his original boundaries into other services (that you offer) he hadn’t though
About Author
Sam Manfer provides powerful selling information through articles, books, and seminars for Relationship Selling at C-Levels, Effective Sales Calls and all other selling skills. Visit www.SamManfer.com to see more inspiring articles and to register for his free Selling Wisdoms E-zine.
Article Source:
http://www.1888articles.com/author-sam-manfer-8864.html
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