If you intend to sell to someone, you need to know how they think? Sounds obvious. If you intend to influence an audience, you need to know how they think, collectively. Again obvious. Can you really understand how others think or feel? You might come close. Maybe just trying is enough. You could ask someone ‘How will you make a decision?’ and see if they reveal their decision making process. You could ask ‘What is important to you?’ and see if they know their priorities. You will display interest by just asking. You can sell by simply asking questions. You can even close a sale with a question. How’s this ‘If I can find you a……….that is within your budget and has the same warranty as the one in this brochure, are you ready to agree today?’
You can soften questions by adding…’Do you mind if I ask…who you is supplying you at the moment?’. The worst the person can say is NO.
So explore how others think if you are intending to assist or influence or sell to them. Ask questions. Figure out their decision making process and use it guide them towards your solution. Find out what is important to them and use this information to help them and yourself. Offer information that they would be happy to pay for. Be generous.
If you are in need of personal coaching in selling skills, contact me on 039808 8990 or check out my website at www.paddyspruce.com.au