11 Feb Ask the right questions in your business and build value for your customers…
Build Value – Sell More
Your business is successful because you have sales, you have won the business, convinced customers to buy from you and some have bought again and again.
The current success of your business is down to your hard work done to win and keep these customers, but the future of your business also depends on new business and growing your sales.
So, when it comes to a sales meeting or conversation with your customer or a prospect, how do you prepare your conversation?
Because you know the ins and outs of your products and services it’s tempting to ‘cut to the chase’ – to want to dive right in and explain to your customer how your product is going to help them, however, it’s worth remembering that every customer is different and has different issues to deal with.
Obtaining a comprehensive view of your customer’s situation by asking carefully prepared questions and then really listening to what they have to say will get to the heart of their specific issues.
By truly understanding the problems your customer is experiencing and the implications of these problems, you can more easily demonstrate the value of your products and services and they will not need to be persuaded to buy from you.