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Increase Your Sales Without Increasing your Marketing Budget
2007-09-19
Increase your sales as much as 50% without increasing your marketing budget
By Lynn Duston, ShuBee Inc.
Are you engaging?
Do you ask potential clients the right questions? Or do you "puke" product or service info all over them? Being succesful in today's market is all about trust, bonding, rapport, being a friend, and making clients feel more like partners. I'm not talking about marriage. But I am talking about a relationship...a sales relationship.
If you provide a service or sell a product, you must first know how to ask the right questions.
This helps create a buying environment, rather than a selling environment. Why? Because it's easier to close the deal when the client draws his own conclusion about how much he needs your product or service. And you can actually prompt this to happen - by you asking the right questions. Asking the right questions gets them talking. But make sure you ask open-ended, probing questions.
Craft questions that will cause them to think in new ways.
According to Jeffrey Gitomer, sales coach & author, "Get every prospect and customer to say ‘No one ever asked me that before.'" The object is to ask compelling questions that make them think about you in their terms. Questions engage the prospect as a participant in the sales process, and this in turn sets the tone and the perception of the buyer. You are in total control. Because what you ask will determine their response. You are the one who determines if the sale closes because you are asking the right questions that make the buyer want to buy.
Initiate conversation using open questions.
Ask buyers questions that cause them to think and reflect. They will give you their opinions and feelings. Open questions begin with: what, why, how, or describe. The key to asking the right questions will give you the edge in understanding your clients, showing that you care about them, and building their trust. When they realize you care, they will trust you - and they will like you. It's a proven fact, people buy from people they like. So, start asking the right questions - listen to the answers - and help your clients move toward making the decision to buy. This one practice will help you increase your sales - without increasing your marketing budget!
