Sales Tips

Daily Sales Tip – Asking the right questions

Keith Hanshaw, Media Consultant

You need to ensure that you have rehearsed quality questions before you engage in client discussions. Jotting down a list of quality questions and rehearsing them live before making client calls or going on appointments is really helpful.

Once you’ve created a list of questions, meet with a colleague and ask them the questions. You want to ask your colleague to answer the question as a real customer. If you get valuable information or create a sincere dialogue, most likely you’ve got a good question. If the dialogue is limited, consider revising the question or create a series of follow-up questions.

Source: Sales consultant/author Dennis Kyle

If you work in Central Pennsylvania and own a business, I’d like to talk to you about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757

Daily Sales Tip – Remember who you’re talking to

Keith Hanshaw, Media Consultant

Sales trainer Robert Menard

When meeting with a prospective customer, make your conversational tone one of respect. Suppose we carelessly utter to the prospect, “Do you know what I mean?” He or she just heard from us: “How could you possibly disagree?” A more respectful offering is, “I want to be sure I express this properly; so may I clarify?”

How about when the buyer poses the same question to us? Seize the opportunity to clarify the exchange of ideas by responding this way: Look into the buyer’s eyes and state inquisitively, “No, I do not quite understand. Could you tell me more?” This may also persuade the customer to state his/her position in a way that might reveal critical motivations.

If you work in Central Pennsylvania and own a business, I’d like to talk to you about working together to help you grow your business. Contact me at Keith.Hanshaw@Cumulus.com to request a meeting or call me at 717-443-4757!