KMG Consultants is a sales firm located in Southfield, MI, specializing in account acquisition and customer retention.
Convincing a sales lead and closing are tough for any salesperson. Knowing what to do and what questions to ask can help tremendously. Here are 3 great questions to ask the client to make sure you’re meeting their needs.
What would be the one thing that would improve your business right now?
Most clients know exactly what changes they want for their business. Maybe they aren’t moving enough product, or a component is missing that could improve the company. If your service or product fits that category of a missing piece, stress that it can create exceptional improvement. Salespeople get caught up in trying to explain all of the great things about their product or service. Instead, make everything about the customer. What needs to be changed? What do you expect to achieve? Whatever is important to you may not be important to them.
What do your customers love about your business?
Make the sales lead think about why their business is successful. If they can name a reason, talk about how whatever you are selling will compliment it. Help them do the heavy lifting; customers don’t buy because of product details, they buy because they see the benefits right away. They say that the customer is always right; and this is true. Assist them to understand that the seller is too. Emphasize what is unique about what you’re selling
Can you afford to keep the status quo?
If a client is unsure about accepting the sale, make them understand the affect it will have if they say no. Ask them if they can succeed without it. If they ponder it, then you know it worked. When selling, you should be able to convince your prospect that your service is not just wanted, its necessary. By doing this, a lead will be convinced. Make them see that buying today is the smart move; they never know if the competition may swoop in and take your offer. Make a point of convincing the client that they will lose something that will benefit them if they say no to this sale.
Successful selling is not just what you want to accomplish. It’s about pleasing the needs of your clients and their customers. Building a sincere mode of service will increase sales and develop client loyalty that you can come back to.
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