Starting A Sales Conversation

📅  24th January 2018 | Selling

Assume for the moment you’ve received an enquiry from a customer. They like your product and wishes to know more.

Let’s say you sell telephone systems.

You call them, do some qualification and set up an appointment. You have some facts about their needs but require further clarification.

After the pleasanteries, the customer asks “What do you have to offer us”?

You could reply with something like this:

“Before we can discover that, I’m going to take the curious step of finding out what you need, and the way we go about that Mr Philips is by asking you some questions, at the end of which we will more accurately know what you need and how we can fulfill your needs – or if I cannot assist you, I will simply leave”.

An approach like this helps in three ways.

1. It gives context and clarity to the appointment. No customer wants their time wasted.
2. You’re being customer-centric rather than product orientated.
3. You’ll come across as professional, credible and dedicated.

This though is just the start!

 

Tags: Learning, sales

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