The most common problem sales people are having, and I see this over and over, is…Getting to the alleged point of sale, and running into various unforeseen objections, any one of which ends up equaling no sale.
If this is happening to more than 50% of your leads, I recommend the following:
- Ask lots of annoying and seemingly dumb questions, (to you, but likely not your customer).
- Don’t be so anxious to get your customer into contract.
- Savor every moment as if you’re actually enjoying the process,
- even better if you have a step by step process!
- Ask obvious questions like:
- Why do you want to do this?
- When do you need to get it done?
- Why is this so important?
If you don’t know what’s driving them to do it, what they can really afford, and how they will decide on who’s doing the work – you very likely don’t have enough relationship to generate the trust they need to feel comfortable buying from you.