There is no denying that the sales process heavily relies on an effective sales call. However, it is important to remember that the sales call is more than just a time to give off your rehearsed sales pitch; it is a time to answer questions and to listen to the needs of your buyers. This is why it is important to engage in some motivational sales training to understand five basic steps that will help you ask the right questions and help you know how to listen to your buyers on a sales call so that you can get the most out of your call.
1- Ask About the Lead
You should always begin the sales process by asking questions to the client. This will let you know about who they are as a person and who their company is a little more. This is important for a few different reasons. First, it will let you know a little more about the person and what their rapport is like. It will also let you know more about the problem that they are dealing with so you can show them that your product or service is the solution. Finally, it will help develop a relationship between the two of you and build trust.
2- Ask The Lead Questions About Their Needs
Next you will want to ask questions about the lead’s needs and make sure you pay close attention to the answers. You will want to know what your prospect needs to enhance their lives or their business so you can show them how your product or service can meet that need.
3- Ask Yourself If Your Product Will Enhance the Lives of the Prospect
The next question will be a question that you ask yourself. At this time you want to ask if your product or service will really enhance the lives of the prospect. If you confirm this then this lead will qualify as a true prospective sale. If you honestly do not believe that your product or service will enhance their lives then it is not worth either of your time to move forward with the sale.
4- Ask If the Buyer’s Budget Permits the Sale
Budget questions are very important and you will want to make sure that you ask questions and listen for answers that will let you know if the prospect’s budget would even allow them to use your product or service.
5-Ask What You Can Do
This final phase of questions is important as it opens the door for further communication with the client down the line. While on the sales call make sure that you ask them if there is anything else that you can do for them to make them more comfortable with the sale or happier with their attention and services. Make sure to provide contact information to them at this time as well.
Resource Box: If you are looking for more information on what to ask and how to listen in on a sales call then you need to visit the professionals from The Sales Coaching Institute online today. They can be found at salescoach.us where you can get more tips and learn more about their motivational sales training services through a sales coach Chicago.
Doug Dvorak is the CEO of DMG Inc., a worldwide organization that assists clients with productivity training, corporate humor and workshops, as well as other aspects of sales and marketing management. Mr. Dvorak’s clients are characterized as Fortune 1000 companies, small to medium businesses, civic organizations and service businesses. Mr. Dvorak has earned an international reputation for his powerful educational methods and motivational techniques, as well as his experience in all levels of business, corporate education and success training. http://www.dougdvorak.com
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