Sales Skills with Self Leadership
We don’t often post sales training information on this site but this article by our Singapore Sales manager, Radu Palamariu, demonstrates self leadership and communication skills.
Ask the tough question
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“Send me some more information!”
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“Let me think it over!”
These are the two statements that most prospective clients use on sales people. And unfortunately, most of them get away with it.
1) Unfortunate for the sales person, because he or she will need to call again to chase the prospect/client for an answer whilst having no guarantee of the result.
2) Unfortunate for the prospect/client, because they will be called again and will have to spend valuable time either reevaluating or fobbing off the sales person.
Since we all know this happens, why are people still doing it?
1) Because clients are often too polite to say “No” upfront.
2) Because sales people are afraid to be upfront for fear of getting a “No”.
So, how can you save yourself and your prospect loads of time?
1) Assess if the client is interested – Immediately!
Next time you hear, “Send me some more information!”Or “Let me think it over!”
Immediately ask the tough question:
“I just want to check with you if my service/product is of interest to you? If not, it will save us both valuable time if you can tell me upfront.”
This way you are giving the client permission to say “NO” and avoid the “unfortunate” part. But you also show that you are serious, have belief in your product and have no interest in chasing the client if they don’t need it.
Most intelligent prospect/ clients will respect that . Who knows? You may even get referrals if you ask for them and might hear “I don’t need it, but I know a friend who might.”
So, with this awareness, are you ready to ask the tough question?
