I turned up at a function a few weeks ago. The atmosphere was dry with little conversation happening. I was surprised as this was supposed to be an evening to sell investors on the organisation. All of a sudden the atmosphere changed. The key presenter walked in with a big smile and a manner infecting the room with energy. I have known this presenter for some time, and in their private life they are a bit dry and not at all someone you would pick, at first glance, to be an ‘upfront’ person.
I attended a sales training program run by a team of well regarded trainers. I walked in the door and someone I knew walked up and said “What are you doing here, Ferrett, you should be taking the class.” While it felt good to be recognized for my expertise, it also made me stop and ask myself two questions; 1. ‘How much do you need to know to be an expert?’ and 2. Is there a time when do you can stop learning?’
In his poem ‘The Road Not Taken’ Robert Frost spends most of the day contemplating the fork in the road trying to decide which one to take. He observes most people take the well worn path, the sure way. This is the same in business and sales. We look to see what works and use this idea ourselves. Can taking the road less travelled help establish a business or make better sales?
Between 75% to 80% of what customers buy is what they decide they need before they talk to you. Effective questioning helps your prospect uncover their own additional needs. A need you help a prospect uncover is a powerful motivator for action.
I hear it all the time 'if you believe it will hapen' or 'keep a positive attitude'. Is there real evidence to show this to be true? Can you make more money with a positive attitude?
Do I hear you say “My client always buys on price”? Clients NEVER make a decision to buy because something is cheap; they make a decision to buy as they have a need.
