Sales Calls That Make a Difference
Posted by richard on 07 May 2007 at 6:41 am | Tagged as: "How to" coach tips
The more you can have your client describe the conditions that they want ‘in the future", the more value you create for that client.
As a sales person, the skill necessary is to learn how to go beyond the existing need as quickly as possible. Many professionals dwell too long on the problem and then jump from the need to providing possible solutions. It’s better to spend time creating distance between the current need and the desired future state. This is true because the client is far more likely to be motivated to work with you when they have a better definition of the future and a strong belief that it is doable.
Be sure not to do this future scenario for the client. They must do it alone with your guidance. For example, you may ask, "Could you describe how it will look when "X" is addressed?" "Can you tell me what negative conditions will be eliminated once you address this issue?" "Can you tell me how you will personally benefit from this approach?"
Make sure that you are satisfied with what the client wants in the future before you describe your coaching, your approach, your service, etc. Since your fundamental goal is to discover how you can help, the two of you must first see what the future state is to be.
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