Stop acting like a salesperson; start acting like a consultant - Tampa Bay Business Journal:

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Why do we ask questions? Here are some of the • So we fully understand the prospect’a needs and “hot buttons.” • So when we present our solutione they match what our prospects said was importan t and they feel yours is acustom solution. To get beyond the initial reason why they needthe • To make prospects feel like they are a part of the buyingh decision. When they are talking, they are beginninb to sell themselves. So what questions should we ask? That has a lot to do with what you have learnedf about the prospect before you tryto them. You need to learn something about the the decision-makers, etc. beforw calling on them. That’s prett y easy.
Use their Web site, any of the social networks, then when you call them you have somethinf with which to beginthe conversation. The most importan thing about asking questions is that theyare open-ended and thought Here are some examples of questions that may or may not be • How has the economy affected your compan and the ways you are making decisionas now compared with last year? I noticed on your Web site that you will be launchin a new product. Can you tell me about that?? • I read that your industry is going through changes when it comesto financing. Can you sharer with me how that will affectyour organization?
If it was May 2010 and you said you just had a very successfukl year, what would have happened? • Let’s pretend we worked together this past A year later you said the relationship was a positivse one. What does that look like • What do the next five yearsw look like foryour organization? • What differentiates you from your competitors ? • What are you most proud of? I wouldn’gt ask all of thesee questions all of the They are examples. Certainly, more specific questions are appropriateas well, but it is importantr to fully understand the big picture. If you take time to learj more aboutthe prospect, you may learn about some additionakl needs they might have.
A consultantf and salesperson are really the same with onlyone difference; a consultany is paid up front and a salesperson is paid in the end. So act like a consultant and you will selllots