What if the best part of sales isn’t selling?
If I think about best practices in sales, the first thing I see successful sales people doing isn’t “selling” – it’s listening and asking the right questions.
By asking the right questions and listening, you gather information, draw out your customers, and set yourself up to know everything you need to know to make that sale.
Sounds simple, doesn’t it? It is, but it’s not easy. Our human nature isn’t to be that passive. We want to take action and close the deal. We think we’re hovering at the point of sale and the time to go for it is NOW! We think we know everything we need to know and the customer is ready to buy. But, oops! We misjudged again.
So when you have lost enough deals because you didn’t take the time to ask the right questions and gather the facts — the doing of which provides at least a measure of certainty about what your customer wants, how they will decide, how much he wants to pay, etc. — you might finally give up dancing on those skinny branches and try something different.
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