Dear GutsIsTheKey Sales Pro. Many, many times when I watch sales rep.’s struggle; it is some overlooked basic that is really holding them up. The ABC’s are critical in the learning of the English language. Without a basic understanding of the letters; the language is tough to understand and impossible to master. So it is in selling.

     There are critical building blocks in the selling profession that allow the rest of it to work. Overlook these basic essentials and it is nearly impossible to be effective.  Even in today’s changing marketplace, where failing to adapt and learn can be a terminal mistake. Identifying the selling basics in your position can be the difference in selling success and abysmal failure.

     Ask yourself the following questions and make it a high priority to understand the answers.

1. What is the goal that I am reaching for?

2. What is the first impression that I want to make with each prospect?

3. What are the definite’s that I want to learn from every prospect?

4. How do I want to set myself apart from my competition?

5. What am I doing to improve my sales effectiveness?

6. How am I examining and evaluating my own sales process?

7. Am I learning to expertly integrate today’s communication tools into my selling approach?                                                                 

8. Am I willing to try something new?

9.  What sources am I consulting to learn better selling techniques?

     These are just a few questions that you can ask yourself to ascertain where you are at, and how you can grow in your own selling dimension.  Answering these will not make you a master but it will get you in touch with better basics. And Learning better ABC basics will lead to better Sales Success and yes, more money!

           But you may argue; I know my ABC’s. Well, if that is true; then go on to work on your ABQ’s.  Always be Questioning! The most overlooked ABC in selling is ABQ. Without it, very few other sales techniques work well.    

     More sales are lost because of facts that are not known, 

than any other thing.  I have heard my share of salesmen 

selling the value of carpet; not realizing a prospect has 

allergies and will only buy hardwood flooring.

     We all know what assuming does. Yet, I hear salesmen do

it every day. Nothing makes you more irrelevant to your 

prospect, than not knowing what they want.  

     Clients are like hidden treasure troves. Treasure troves

that will not pay off, unless you know the hidden secrets on

how to find where they are buried. And buried they often are.

Customers have their own agenda. And most often, finding the

customers agenda is the secret clue to making a sale to them.

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     Always be asking your customer questions.

1. It lets them know that your primary interest is them.
2. It keeps you from becoming disinteresting.
3. It keeps the customer talking about their favorite topic.
4. It gives you time to develop a pertinent plan of action.
5. It will build your consultant image to the customer.

     Here are 20 good selling questions to get you in the climate, for weaving better questions into your own sales approach:

1. Are you in the planning phase or looking to purchase?

2. What do you need help with?

3. What is your time-frame for your need?

4. What are the most important things that keep you are looking for?

5. What are the biggest concerns you have?

6. Do you think this approach might be the best way to proceed?

7. What can I do at this point to better serve you?

8. What are problems you need to solve at this point, to get what you want?

9. Is there anything that would prevent you, from starting now?

10. What are the things that you want to achieve in this purchase?                                                              

    

    Build a bridge to the customer.

     

11. What information do I need to provide you, to help you make a purchase?

12. What features have you seen in other products that you like?

13. What is the biggest thing that you hope my product or service will do for you?

14. What is the problem you are trying to solve, with this purchase?

15. How will this purchase help you?

16. What else do we need to talk about to help you today?

17. How would you like for us to communicate from this point?

18. What drawbacks do you see that could prevent you from making a purchase?

19. What help do you need with financing or terms?

20. Have we accomplished what you set out to do at our meeting to

21. 
    

    So, don’t forget your ABC’s & your ABQ’s.

     Grow your own sales professionalism and fine tune your skills; by asking yourself the right growth questions. Ramp up your sales game by this process of asking yourself strongly probing questions. Working on incorporating the answers you find, into your selling strategy and habits will help you improve your ABC’s in selling.

    Additionally, it is crucial that you remember that the answers in your sales environment are always IN your customer. And that the only way to get them out is by using effective questions, with the customer. So a powerful way to add fuel to your selling fire, is continually be working on your ABQ’s. Always be questioning! 

     Happy Hunting! Good luck selling today!

Tim G. Carter – aka “Slam”
Inspirational, Eagle Thought Leader