by Sales consultant Dianne Durkin
Being very excited
and motivated about sales, salespeople often want potential clients to know all
of the wonderful features, facts and benefits about their company, products and
services. This leads many salespeople into presentation mode, or as some refer
to it, “pitch mode,” when instead, they should launch into a thorough
Q&A session that will help them build rapport and gain the potential
client’s respect.
Leave barraging the client with facts and figures to your competitors. Smart salespeople will ask
questions so they can better understand potential client needs. The
clients will tell you how they perceive their situation by answering your
questions.
After listening, sales
reps can then use the client’s terms and tone of voice to represent their
products or services, and use the client’s words to explain how you and your
company can best meet their overall needs and objectives.
