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Attract the Right Job or Clientele:
Ask Questions for Clarity to Sell Your Perspective
No one knows what a prospective client may want unless we ask, and the asking evolves into a growing Q&A session upfront. A sale is next to impossible or will never occur if we don’t know all the rationale behind the scenes. The effort begins with a simple yet powerful question, ‘Why?’ Our blog offers additional insights regarding why to ask questions for clarity and sell your perspective.
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Questions for Clarity to Sell Your Perspective
Why is the ‘why’ question powerful?
It opens the door to a dramatic increase in information sharing back and forth. Generally, it reveals what is on the other person’s mind. The strategy is to get into the mindset of another to realize their or their company’s strengths and weaknesses and know how to proceed.
Examples include:
‘You must be so busy; why did you agree to meet with me today?’
‘Who is your current vendor, and why are you considering changing?’
Once the answers to your questions are provided, dig deeper with more. The first meeting with a corporate client generally fills meeting time with a back-and-forth question-and-answer agenda.
Exemplify with Story-Sharing
Being a guest of Ishani Nigam, host of the Sales Powerhouses: Women Leading the Way podcast and video was a treat.
People often feel disappointed when their point is not taken seriously. As strange as this may seem, bringing humor to a conversation will have others seriously consider what you want to share. Humor can break the tension and create a more relaxed and open atmosphere for communication, deepening the conversation.
Of course, humor must be tasteful and generally reveal relatable past experiences with either a good or poor outcome and the lessons you derived. Experimenting with the humor strategy, I quickly realized that people wanted to learn more and then do business with me. Why?
Most people get bored with the everyday work they need to do, but connecting with someone with a sense of humor can make the days more enjoyable. More opportunities become available when prospects realize a representative brings the following to the table:
- Sincerity
- Integrity
- Humor
- The desire to learn about the people and the company for clarity
By conveying the sincere desire to learn from the prospect and uncover answers to typically unasked questions, it removes the need to deeply discount what one sells. In fact, the process is what can lead to earning bonuses and even the grand prize of the President’s Club. Undoubtedly, one needs to ask many questions depending upon the industry they represent, but it all begins with, Why?
Your Story: Ask Questions for Clarity to Sell Your Perspective
Compare and contrast the company conversations where you were invited in for an appointment, but only a few said, ‘Yes,’ while the rest said, ‘No.’
- Were you too pushy for the sale?
- Did you ask enough questions and include ‘Why?’ in some?
- Did you uncover enough information to create the desire to work with you?
The salespeople I knew were always relentless in their conversations, which often proved one-sided. In contrast, it is best if you allow the prospect to speak 60% of the time and you only take up 40% of the allotted time.
In Conclusion: Ask Questions for Clarity to Sell Your Perspective
Even worse, the bullying-type salesmen were desperate to meet their quotas. They deeply discounted the cost of doing business together, making the sale almost worthless to them and for the company. Accordingly, the revolving door syndrome takes hold, which is costly for employees and for the employer. Worse, it harms career growth as well as the company’s bottom line.
For more Insights, Visit Elinor’s Amazon Author Page
Communicate to Attract Interest
“Believe, Become, Empower”
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Sales Tips: Ask Questions for Clarity and Selling Your Perspective
- Know the needs and desires of your audience, including your next new employer, in detail.
- Research the top three competitors of each upcoming appointment to sound credible.
- Also, review the industry standards and how the competitor vs. your prospect operates and rate accordingly.
- Always be professionally friendly to encourage a deeper dialogue.
- Be observant of facial expressions, hand gestures, and tone of voice as you take turns speaking.
- If an eyebrow is raised, stop and ask the person if they have a question, they want you to answer.
- As a conversation develops and brings a story to mind, share it to enjoy a deeper relationship when it’s your turn to speak.
- Inquire if anyone else will be involved in the decision and if you can meet them.
- After the meeting, should questions come to mind, call the person to ask; most often, it will be appreciated.
- Today’s insights are provided to help you achieve the Smooth Sale!
Today’s insights are provided to help you achieve the Smooth Sale!
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