ACTION STEP: Be a kid! Huh? In business? Yep.
What is something that EVERY kid does as they explore the world? They ask a TON of questions.
Why? (Yes, I am still just a big kid asking questions!)
Because they are gathering and storing information. Mostly to pull out at an awkward, inappropriate time.
Be an information gatherer just like you were when you were a kid. But use it wisely!
Instead of selling your client a one-size-fits-all solution, ask questions. LOTS of questions!
The deeper you can go with properly profiling each and every prospect you meet, the better you’ll be able to formulate a solution that is the perfect fit for them - and potentially increase your revenue at the same time. Too often sales opportunities are missed because the salesperson is too busy trying to get their information out, and forgot that the prospect will tell them everything they need to know to make the sale.
Ask questions like:
What are they struggling with related to what you offer?
What are the costs of having that problem?
What are the benefits of having that problem solved?
Remember to ask open-ended questions that will help them expand on their thoughts and ideas about their business. And don’t just ask them about things directly related to the service you’re selling.
Channel your inner kiddo! (Don’t even TRY to tell me that’s long gone – I see you.)
Go deeper like the 5 year old YOU that says “But why? Ok, but why? Yeah but why? Why? Whyyyyy?” Because the more you can get to know them, the better you’ll be able to serve them.
Imagine they’re in a fitting room, and you’re helping your client to find the right sized clothes and all of the accessories to match. They’ll leave with a whole new, perfectly coordinated wardrobe...and a strut in their step all because you not only asked the right questions but also gave them the space and time to truly be heard.
Don’t start any business relationship based on assumptions. (You know the saying…)
Find out their needs, wants and dreams!
By asking deeper questions, you’ll get a better understanding of what they need, but you’ll also create a life-long working relationship that’s truly a great fit.
...and after all of your questions you just may get rewarded! (...but only if you had good manners and were polite, of course!)