| One of the most common reasons why new or | | | | to sign a check? When you are selling, you always |
| even seasoned sales people do not make a sale, | | | | want to speak with someone who is"qualified" to |
| is that they spend too much time with people | | | | make a decision and take action. I once heard a |
| who either cannot or not interested in buying | | | | story about a salesman who made a telephone |
| what they are selling. Here is a list of 4 questions | | | | appointment to attempt to face to face sell |
| you must ask and answer to make a sale. | | | | advertising to a restaurant. The person he spoke |
| Question #1: What problem does your customer | | | | with was very enthusiastic and invited him to |
| need to have solved? What does your customer | | | | come over as soon as possible. " Just as for |
| really need and desire? If you do not understand | | | | Rick", said a pleasant voice on the phone. Rick |
| the problem, how can you offer the right solution? | | | | was the busboy! Get the point. |
| You need to know in detail what your customer is | | | | Question #4: How urgently do they need your |
| looking for and then determine if your company | | | | products and services? Do the prospects you are |
| and your products can offer the profitable | | | | speaking with really need your products and do |
| solution. You need to determine what they are | | | | they sell them on a regular basis. Or are they just |
| thinking, by asking more questions, and try to | | | | thinking about the possibility of adding your |
| figure out what will make them buy. (Will I make | | | | products to their business mix. You are wasting |
| money, Do I like the product, will my wife think | | | | valuable time with people who might buy and |
| its ok, and so on .) | | | | usually don't. Ask this question " If I can show |
| Question #2: Does your customer have the | | | | you how to improve your business by purchasing |
| money to buy your products? The bigger the | | | | my product, are you willing to order/" Unless the |
| need, the more expensive the solution. Can your | | | | answer is yes, say thank you and leave |
| customer afford your products and services. Do | | | | immediately. |
| not spend too much time working with someone | | | | Try to qualify your prospects as quickly as |
| who cannot afford what you are selling. | | | | possible and make every effort to get in front of |
| Question#3: Does this person have the authority | | | | as many buyers (not time wasters) as possible. |