In the wireless and phone industries, things are always changing. There’s always a new phone coming out that has “never-before-seen” features and technology, and companies are always trying to outdo each other while copy-catting each other’s work in a race to the top to be the best cell phone company in the world.

In the wireless industry, there always seem to be new ways to use your smartphone no matter where you are, and now there are internet routers that are powered by cell towers rather than an ethernet cable. The possibilities are endless in the wireless and phone industries, and it’s hard to predict what new technology will emerge next.

But in one instance in the 1960s, a telephone company commercial manager by the name of Frederick Huntsman made a prediction in the Mansfield News Journal about telephones that would change the wireless industry forever. Huntsman predicted that people would be able to carry their phones in their pockets one day: something absolutely unheard of back then. At the time that Huntsman said this, there was no such thing as a cell phone, though rotary-style phones were slowly starting to disappear in favor of phones that now had push buttons to type in the phone number of the person you wanted to call. This was considered a big innovation. The technology back then was nowhere close to what we have today, but Huntsman’s analysis of how technology was moving led him to believe that phones would eventually be portable and small enough to hold in your hand.

Huntsman had that cell phones would be common one day, and he’s been proved right. Cell phones are now part of most people’s day-to-day lives, and it’s hard to imagine a world without them.

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Try combining the following two powerful ideas, track your progress, and improve sales conversion growth almost immediately:

1. The use of an autoresponder is a major online marketing tool. It could mean the difference between long-term success and a one-hit-wonder. Collecting leads with your autoresponder should be the lifeline to your business. Definitely request names and email addresses, and based on what products and services you are providing, mailing addresses and telephone numbers could be incredibly ideal for additional ways to follow up with each person.

2. Once you start growing your list providing valuable content to your subscribers should be the primary key before considering monetization. Bombarding your subscribers with sales offers and pitches will ensure the loss of subscribers. You have to nurture your list of customers and prospects like you would a newborn baby by giving them information that is a benefit to them. It would mean much more to your business if you provide free qualitative content that will eventually convert your subscribers into loyal and long-term customers. You can then begin to provide a price list of all the products and services that you offer using the following as some examples:

• An insert
• Direct marketing package
• PDF to be made available via autoresponder
• Order forms
• Product Descriptions
• and other sales material

Using the contact information your subscribers have provided allows you to follow up in multiple ways. You can mail postcards or sales letters, make phone calls, and other promotional options.

Remember to send announcements of new sales and products/services, monthly updates, and a request for referrals. You could probably survive on referral requests alone if you have a great product or a service that is in great need and not enough available to go around, so keep that in mind.

Based on what the leading sales professionals have confirmed regarding the number of times it takes on the average for prospects to make a purchase, would it make sense to provide them with information that will be worth their while to make certain they continue returning instead of bashing them with sales offers? Absolutely!

Converting prospects into buyers can be challenging but if you nurture them correctly you will improve sales conversions.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Two Powerful Facts For Improving Your Sales Conversions appeared first on ConectUS Wireless.

STEP #1: SELL TO YOUR MARKET

The first, and perhaps most important, the key to improving your sales ability is to know your target group – whom you want to sell to. A well-crafted sales pitch keeps the target market constantly in mind, carefully tailoring expressions and words to appeal to that group. If your target group is young children, for example, your pitch should be geared towards selling to that group – with simple language, bright and colorful marketing, and vivid imagery. When selling to a business, however, clearly outlining what you have to offer, and displaying strong facts or statistics packs more punch than a colorful description.

STEP #2: LISTEN TO YOUR MARKET

Being open to feedback and experimenting with wording can bring a mediocre sales pitch to a powerful level. Many salespeople will simply talk over the customer in hopes to overwhelm them into a purchase, but being more open and attentive will give you an instant advantage. Listening to your customer also puts you on their side, and makes them feel that you sympathize with them – no one cares how much you know until they know how much you care. When you listen to your customers, you will better know how to make them listen to you, and how to hone your sales skills to match your market.

STEP #3: KNOW YOUR PRODUCT

Whether you’re selling real estate or Barbie dolls, it is essential to truly know what you are selling. Knowledge of your product gives you an immense advantage over a salesperson that is simply “giving their pitch.” Being connected with your product also allows you to be even more connected with your customer, allowing you to answer questions and converse with ease.

STEP #4: SET GOALS

More than almost any other career, success in sales is dependent on YOU – your attitude, your effort, your ability, and your motivation. Setting goals for yourself gives you something to reach for and adds another level of action to the rhythm of your work. It is important to continually challenge yourself, setting realistic goals that will push your performance to the next level. Try setting goals on a weekly, monthly, and yearly basis – and as you keep track of your performance, take notes on what works and what doesn’t!

STEP #5: HAVE FUN!!

As cliché as it sounds, your enjoyment of your job comes through to every customer you speak to. If you have a bad day, the customer feels that as well. So keep yourself energized, getting up and walking around, brainstorming creative ways to approach the same things, and getting connected with your customer and your product. Your attitude is everything – it will determine your energy, ability, and success.

Following these steps and maintaining a good attitude will put you well on your way to being able to hone your sales skills and improve your performance. Your drive, your determination, and your connection to your customers will make all the difference in establishing you as a top seller. A career in sales is challenging and rewarding, giving you the power to make every sale a success, and even earn a six-figure salary in your first year – it’s all up to you!

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Hone Your Sales Skills appeared first on ConectUS Wireless.

Salespeople sometimes make the mistake of assuming they understand the motive behind a prospect’s question and jump right into answering the question, only to find they’ve been set up. Savvy prospects may use tricks like the trap and test question, designed to box a salesperson into a corner. Here’s an example:

Prospect: “Do your sensors have fast response times?”

Most salespeople who sell sensors with fast response times will respond proudly and quickly without thinking.

Salesperson: “Yes, our sensors respond in milliseconds”.

Prospect: “Well, we don’t need a response and don’t want to pay more for something we don’t need”.

Smiling slyly, the prospect knows they have just boxed the salesperson into a corner.

A smartly trained expert would have asked a reversing question instead, something like:

Salesperson: “Well, actually, that’s a great question. I don’t get that question too often. Our sensors… please, tell me, do you need fast response times?”

This reverse response is called the “start-stop reverse”. Did you notice the start-stop? Let’s break down the reverse so you can see.

“Well actually, that’s a great question (stroke). I don’t get questions too often. (another stroke) Our sensors (stops – the salesperson looked like they were going to answer but stop and ask another question) Please tell me (softening statement) do you need fast response times?” (reverse question)

This technique comes across as spontaneous to the prospect and throws them off, but in reality, it is “prepared spontaneity”. It’s another very effective way of getting prospects to loosen up and reveal some pain. This technique also helps you stay out of the traps that prospects may try to lure you into, throwing you into a box, and keeps you in the game. You still have a chance to make a deal.

An expert salesperson should analyze the prospect’s question to understand their true intent, before offering a response. When you begin to master the reversing techniques, you will do this without much thought, and reverse your prospect into trusting you and sharing the pain. If there’s enough pain, and you have the solution, your sales numbers will increase dramatically.

These reversing techniques are awesome, but be smart, and don’t overdo it. If some ask what time it is, you don’t have to say, “great question… why did you ask me that at this time?” It is okay to just look at your watch and give them the correct time!

By the same token, if prospects ask the same question twice in a row, you must answer it. Don’t try to reverse it again. If you do, you’re going to break your bonding and rapport and maybe even make them angry. But (and it’s a big but), if prospects do ask the same question twice, you can and should reverse after you answer the question:

Salesperson: “Our response times vary. We have sensors that respond in milliseconds and others that have response times up to 15 to 20 seconds. Can you tell me why you asked?”

Reversing is a powerful selling technique that will help you uncover your prospect’s pain. Make sure to use it only when the prospect feels safe and you’ve established bonding and rapport. Add Reversing to your sales toolbox and you’ll have an effective technique that’ll help your prospects relieve their pain. And as you know, Pain leads directly to the Money.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Open Door Questions appeared first on ConectUS Wireless.

Here are three ways to enhance your listening skills:

1. Make the speaker feel comfortable and important by being courteous and respectful;
2. Show your attentiveness to the speaker by nodding your head or saying, “yes” or “I see” from time to time;
3. Listen between the lines to detect when someone is being dishonest or evasive with you.

By honing your listening skills, you can catch hints in your speaker’s voice, attitude, or body language that indicate a lack of interest or enthusiasm for your product or company.

Many clients aren’t selling or recruiting because they are not listening to the truth when they hear it. They simply hope that what they are hearing isn’t what it sounds like. Our distributors or associates may miss the “not interested” message completely because they either don’t want to hear it or really don’t hear it because they are so focused on what they intend to say next.

Listening Types

Reflective and paraphrase listening will assist you to communicate to your prospects that you are, in fact, listening to them and are aware of their concerns and points of view.

Reflective listening is repeating some words your prospects or customers use as you listen to them speak. Reflective listening builds rapport in three ways:

1. It shows that you are paying attention and understand what the speaker is telling you;
2. It keeps someone else talking long enough for you to evaluate whether they are a prospect who is serious or just curious; and
3. Paying attention and listening is a good investment of a few minutes of your time in the interviewing stages.

In paraphrase listening, you paraphrase what your prospect says. I teach my clients how to interview their prospects to see if they are people they would like to work with. Many people confuse “interview” with “interrogate.”

By practicing the shared listening technique, you will find that all of your questions get answered without your prospects feeling they are under a microscope. Shared listening allows you to turn a questioning process into a conversation.

Developing a conversation, rather than asking one question after another, is a great way to get a person to open up. Your prospects will feel more comfortable revealing information to you if they feel you have something in common and lets them see you as a real person.

Listen closely and make brief notes as your prospects share in your conversation. You will soon discover your prospects’ motivators – or lack thereof – as well as their “hot buttons,” which you can repeat back to them when it’s time to as for a decision or close.

Continue listening even after your new distributor or associate has signed their application. You’ll be able to recall names, places, and other information with little or no effort because when it was first given out, you paid attention.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Listening Skills – Pay Attention With More Heart Than Talent appeared first on ConectUS Wireless.

The master prospectors, however, teach themselves to hear at a different level. They hear what people are really telling them. I teach that 20% of your time in conversation should be spent asking and answering questions; the other 80% should be spent listening to what the other person is saying and not saying. You can learn more by listening than you ever can by talking. “Talk and you lose, but listen and you learn” is a saying I coined recently.

Through working with thousands of marketers in the past several years I have witnessed many good people doing most of the fundamentals pretty well. Most people do a lot of what I call “telling and selling,” synonymous with begging and convincing. These people tell all about their great product and opportunity. Their prospects feel like they are being sold and the message is sent – they have to do the same thing also. The prospects and customers get bored and confused.

In a period of silence, I see most people break the code of “the first one who speaks loses.” The salesperson can’t stand it and jumps in inappropriately with a comment instead of waiting for the prospect to talk. They should have been asking questions, listening, and determining the prospect’s problems, desires, and interests. I went through this phase as well. I used to believe that “I could sell anything to anyone; Ice to an Eskimo”, or I had “the gift of gab,” and all the old sales clichés and adages I had been taught. Are you guilty of this?

Almost all of the people I have worked with start out this way. I have learned that by asking and then listening, your prospects will tell you what you are supposed to do. They let you know if they are curious or serious, and if they are suspects or prospects. This usually happens in the first thirty seconds.

Listening begins by learning how to read people by the energy they are emitting. Do they come across as excited and enthusiastic or do they sound lifeless and ready to go to sleep? Are they aggressive from the first words out of their mouth? Are you able to sense their negative or skeptical body language? I can usually size all of these qualities and traits up in the first fifteen to thirty seconds. The fatal mistake average prospectors make is they assume everybody “needs” their product, and they assume they know what the customer wants. People get frustrated when you talk too much.

I have learned that effective listening provides valuable information and assists me to build relationships with my clients. People love to feel listened to! Listening makes people feel special! Have you ever been in the middle of a conversation and the person you are talking to continually interrupt you? Doesn’t this annoy you? This usually stems from someone proving they have to be right or get the final word in. Are you guilty of this? Great listeners who become great prospectors learn that the “less they talk, the more they make”, and they also learn “how to say less to more people.”

Most people don’t really have anyone in their lives who really listens to them without interrupting or judging them. The point was well expressed by Dr. Elton Mayo, who said “One friend, one person who is truly understanding, who takes the trouble to listen to us as we consider our problems, can change our whole outlook on the world.”

Listening is attention, a stroke, a hug, a kind word. When you listen non-judgmentally and non-critically, you sell yourself as worthy of respect and affection. This frees your customers to think, and to like, respect, and trust you. You become the leader they are looking for. A level of trust begins more easily when you are listening. The prospect relaxes and doesn’t feel like he/she is being sold, and begins to share.

Listening not only allows you to receive valuable information but is crucial to establishing a close and personal friendship. Think how valuable you will become with your prospects if you are the only person in their lives who listens! Listening is the art of getting meaning from any situation. “Really listening” builds self-esteem in the speaker, customer, or prospect. It builds trust. It makes the prospect feel heard, understood, liked, respected, appreciated, and assisted.

It also retrieves and processes valuable information and this information truly can be used as power. If you don’t listen well you miss-selling and closing opportunities, relationship-building opportunities, and specific buying signals.

Listening is what I call the better half of conversation. When we use the term “conversation”, speaking is usually what comes to mind first. However, speaking is only part of a conversation and usually not the biggest part. In the end, what makes the difference is what is heard, accepted, and internalized, not just what is spoken.

I have learned a whole new awareness, distinction, and insight, and I have learned the process of becoming a master listener. This is a process of creatively and actively absorbing what people say. Learning to manage your listening, and really hearing what people are telling you allows you to unleash your own speaking abilities. When you treat listening with the same care and concern you put into speaking, then your conversations will have the influence and effect you desire.

Listening is truly an internal process and this skill is rarely taught. It is an art that takes its own attention to detail. You have to pay particular attention to what is being said, not what you think you hear. Listening is often overlooked in leadership training, even though it may be the most important leadership skill. Mastering the art of listening will make a big difference in your life.

As an exercise, I challenge you to spend one whole day in this next week focusing on what you hear and what new information you’ve learned that you may have taken for granted. Teach yourself to pause after someone finishes speaking a sentence and wait two or three seconds before responding. This may challenge you. Average people jump in right away at the back end of someone else’s sentence because they feel they have to be heard. They end up missing half of the spoken sentence because they are consumed with thinking about what to say instead of listening.

Start to catch yourself interrupting people or your prospects. Be humble enough to apologize and to let the person finish. You’ll know you are improving when you start to catch yourself and you start making improvements.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Master The Art of Listening appeared first on ConectUS Wireless.

10: Driving all Day

Spend the minimum amount of time traveling and the maximum amount of time prospecting or closing deals. Divide your area into manageable chunks and work each smaller area on a specific day each week. Only deviate from this plan where there is a very good reason such as collecting a certain sale.

9: (Really Cold) Calling

First impressions count big time. Prospect’s care about their business and not yours so have enough research done so that you can talk to them about their business. This will allow you to start to win their trust from the off. You need to stand out from the crowd and convince that your offering will add value to their business and customers

8. Falling Down on Follow Up

Call your customers or drop in to see if there are any more opportunities and that the current service is up to scratch. Send out some e-mails informing of latest developments or new products and follow up with a call. Speak to old prospects to see if their circumstances have changed. Selling is about building relationships; relationships are based on communication so make sure you follow up.

7: Painful Presentations and Dull Demonstrations

Let me start by saying the number of presentations where I have retained the information and which were in some way memorable I can count on one hand. There tends to be a general consensus that they are a necessary evil. In my opinion, this is not the case and they are often used as a bad sales prop and contain reams of irrelevant information. Good presentation skills are difficult to master so the average seller should limit time spent presenting and increase time spent selling. When evaluating your presentations and presentation skills ask yourself ” What is the presentation adding to the meeting?” and always ask this question from the point of the person or persons receiving the presentation. If your average meeting is one hour and your presentation takes up half, could some of this time be better to spend doing something else? How much of the information do people actually want to hear? A simple rule to apply when presenting is far less tell and much more interaction.

6: Stalling Your Sales Engine

Selling is all about the seller managing opportunities so that each action or conversation produces positive forward momentum ending in sales. Set yourself minimum and maximum objectives each time you talk with a prospect and always achieve in between. Ensure next steps and agree time frames no matter how small. Let stalling be your biggest enemy and attack with all your sales might.

5: Losing Track of Time

Time is your greatest resource, be very greedy with it. Ask the question ” Is this contributing to my sales?” for every action you do and for every conversation you have. If this answer is no, you need to change what you are doing or start having a different conversation.

4: Rejecting Referrals

Referrals are by far one of the easiest ways to get good quality leads. I’m often asked when is a good time to ask for referrals. “Is it when you just made a sale?” “Is it when a prospect is really happy with the quality of back up and after service?” Of course, these are all good times to ask but really the very best time to ask for referrals is “now”

3: Running Scared of the Close

The close is a reasonable request at a reasonable time. At best prospects say “yes” and at worst they say “no” and even then you can still change their mind. Ask the question “Can we do business?”

2: Not Getting to Know Each Other

You know why your product is special and can talk about all its valuable features. The prospect knows what makes their business special. To convince a prospect that your product will add value to their business you too need to know what makes their business special. How do you this, you ask lots of questions to find out. Take the time to find out about what’s important to them and what makes their business great. Only then will you be in a position to demonstrate how your product will make their business even better.

1. Alarming Attitudes

With the right attitude and energy nearly everyone can learn the skills required to become a seller and forge a successful and lucrative career for themselves. However, even today sales are still viewed in some quarters as a stopgap career move. Some companies too add flames to this fire by tossing away under-performing new hires at rate of knots. It’s time these people and organizations woke up to the fact to be successful requires proper training, the correct company supports, a varied skill set, and most of all a professional attitude on behalf of everybody involved.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Top Ten Deadly Sales Killers appeared first on ConectUS Wireless.

The “trust” question arises more often with the sale of a service, simply because you cannot see or touch the product. This means, there is no visible brand, other than you, so you become the representative for quality. Because of the downward spiral of ethics in business today, it is no longer simply a matter of a product being trustworthy; you must convince your clients that you are trustworthy. What you do and how you are perceived by a potential client sets the tone for how they view your entire organization.

A recent study found that selling competencies for professional service firms are explicitly focused on defining the element of trust from their client’s perspective. The study also revealed after interviewing nearly one thousand people they found that trust has three essential elements in the eyes of a future client.

Candor: Clients value honesty when dealing with a service provider. They want the person to be straight forward about what will and what won’t work about their solution as it relates to their problem. They respect and appreciate your candor so if you don’t know the answer and let your client know that in fact “you don’t know” creates a foundation for a solid business relationship.

Competence: Clients want and need to believe that you know exactly what you are doing. They need to feel there is a low level of risk involved in working with you. Remember, because they cannot see and touch your service, your ability to solve their problem becomes the focal point for your client relationship. Your competence truly represents the product in the client’s mind.

Concern: From a client’s perspective, the most important element of trust is a concern. Clients want to know you not only understand their problems but you have the ability to empathize with them and feel their pain. They want to know you are concerned about them and the business issues that go beyond the typical sales rhetoric it takes to land a new client.

The importance of candor, competence, and concern are essential for developing trust. The absence of any one element can lose a deal. The challenge is that most people when engaged in a selling scenario is that they are not very good at demonstrating each of the three C’s. In both, the study of the professional services and in parallel studies conducted with product sales forces, the element of concern was most frequently deemed missing. Clients felt that while most professionals were competent and/or candid when it came to concern they fell short. They were interested in making a sale as it related to their service. As a result, they failed to really listen for the prospect’s concerns; and when a trust breakdown occurred? The sale ultimately broke down as well.

A quick comparison from the study, using a score of 100 as the highest level of trust shows us that service salespeople consistently score a 35 on concern versus a product salesperson scoring a 53 on the concern. As you can see, when compared with product sales, service providers receive an unexpected surprise. They immediately fall 20 points behind a tangible or product sale in the area of concern. Yet, as professionals, they are used to thinking of themselves as deeply concerned about their clients. They are often surprised and offended if anyone suggests they don’t put their clients’ interests first. As the research shows, this is not how they come across to a potential client. Thus, not only do clients give service providers the lowest ratings on the concern, they judge professional service salespeople to be significantly less concerned about them than product salespeople.

Why do clients see you as unconcerned? There are several reasons: First, service providers listen to what they can solve rather than what is important to their clients. Prospective clients view service salespeople including attorneys and accountants as sharks circling for a kill (we’ve all heard the jokes). Second, service salespeople are often too anxious to get to their solutions and fail to listen to the client’s real problem. Service salespeople are seen as very seldom viewing the problem from the client’s side of the table. What’s needed is an ability to demonstrate their capability, to see the core business issues, and to drive the results that exceed the client’s expectations.

To reinforce and ensure the success of a service-based sale, the one element of trust where you need to score an A+ is a concern. Not only because it is the most important element to clients, but it is also the only trust element that your client can make a personal valid judgment. Keep in mind, it’s hard for a client to judge whether you are competent; it’s assumed that you should be sitting in front of him/her because of your expertise in solving other client’s problems. Candor isn’t easy to judge either. It is tough to tell who is being totally honest and isn’t exaggerating. No matter what the selling scenario, the client will always decide emotionally whether or not the sale will move forward and support that decision with logic.

Why? Psychologically, if you don’t believe someone is concerned about helping you, you don’t trust them. And, lack of concern translates into suspicions about their competence and candor, which influences all three levels of the trust equation. If you’ve ever wondered why you’ve lost a sale you need to consider how often clients have drawn the same conclusions about you. Trust is not a prepackaged emotion, it is something that has to be earned and it can only be developed through the interactions you have with your clients.

One final note; in order to build trust with your market, you must become an avid student of lead generation and marketing strategy. I’ve developed a toolkit that gives you powerful 1-2-3 lead generation techniques that can skyrocket your success.

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Build Trust And Win New Business – The Value Of Trust, A Clients Perspective appeared first on ConectUS Wireless.

Entrepreneurs Must Create A Sales Breakthrough By Niche-ing Their Business

“Specialization” or “perceived specialization” can turn an ordinary business into an extraordinary business, boost prices and margins, provide competitive differentiation, and allow you to be a “big fish in a small pond.”

Lead In Your Niche Market

Niche markets offer smaller opportunities than the mainstream, public marketplace, but they also provide a long list of appealing, offsetting benefits, including lower testing costs and investments, more predictable results, ease of message-to-market matching, affordable use of many media, high dollar units of sale, high margins, and so on. There is also this opportunity: to quickly and (relatively) inexpensively establish a visible, recognized leadership position.

“If you can’t be first in your niche, redefine your niche” – Al Ries

Remember, you’ll make bigger waves jumping up and down in a small pond as an alternative to jumping up and down in the ocean. Niche your marketing efforts and watch your revenues soar!

One final note; in order to leverage your niche – you must become an avid student of lead generation and marketing strategy – the high-payoff items necessary to succeed in business. 

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post The Power Of Niche Marketing appeared first on ConectUS Wireless.

Assuming you said yes, here’s how to do it. Ask the right questions and listen carefully to the answers, your customer will tell you everything you want to know. Easy, eh?

Well, it sounds easy, but it takes self-discipline to do it right. Let’s start with the questions to ask.

The first type is what is known as ‘open’ questions, meaning that they usually produce informative answers of some length – as opposed to ‘closed’ questions which do the opposite.

Some examples; ‘What are the reasons that you are thinking of upgrading your computer?’ ‘What problems did you have with the old one?’ ‘What tasks do you use your computer for?’

Another question word that is ideal to use for open questions is ‘how’.

‘How do you tackle that problem at the moment?’, ‘How are the high gas prices affecting your industry?’

Those were all open questions. I think you’ll agree that with appropriate open questions, the information the customer reveals will help you make your presentation more focused on what the customer cares about.

‘Closed’ questions have their uses, too.

‘Would this product give you the features you need?’, ‘Is 50 pages per minute fast enough for your application?’, ‘Is Tuesday morning a good time to call you?’

These questions get specific items of information or confirmation that you have understood the customer correctly.

Just be careful that you don’t use closed questions where an open one would produce a better result, it’s a common mistake. Here’s a classic misuse of a closed question.

‘Can I help you with anything?’ How many thousands of times do salespeople say that every day? What response does it usually get? ‘No thanks, I’m just looking’.

That’s a useless answer, and now the customer may be less likely to tell you what he really wants, because he may feel a bit pressured. A good salesperson can improve on this very simply; ‘Good morning sir, my name is XYZABC, if you need any help, just let me know. By the way, we’ve got a special on LKJHGFDS at the moment’.

Develop a set of good, relevant open and closed questions to use when you are talking with customers. After a while, you will find that you can frequently ask more or less the same ones every time. It helps because you then don’t have to think so hard about what you are going to ask next. Instead, you can concentrate on listening carefully to the customer’s answers.

That part is critical, of course. It’s little use to get a flow of good information coming from the customer … and then ignore it. I call this ‘Professional Listening’.

Now that the customer has revealed what their reasons are for being interested in your product or service, you can respond so accurately they may tell you,

‘You’ve read my mind’

Are you interested in selling Verizon Wireless services? Call us at (855) SELL-VZW or fill out the form below.  We look forward to talking to you soon!

The post Mind-Reading – For Salespeople appeared first on ConectUS Wireless.