They talk and talk about all they have learned about the benefits of their product/service. But if they pay attention to the consultative selling training gurus, what hopeful sellers should be doing, rather than telling, is more listening and questioning.
When you ask the right questions that demonstrate your genuine interest in your client’s situation, you can begin a series of probes to learn more. The more completely you understand what your prospect needs, the more likely you are to help them with a solution. Ask questions that help your client:
- Articulate their needs and the value they seek
- Envision a future with their problem solved
- Understand the ramifications of not solving the problem
- Clarify what is keeping them from buying now
With the right questions, your client will begin to trust that your goal is not just to sell but to help them with their situation. And that trust can lead directly to a sale.
