The key to successful selling is understanding a client’s buying criteria and building your presentation around them. Nobody likes to be sold to, but people love to buy, and because your prospects feel resistance towards salespeople in general, you need to present your product or service in a way that glides right past any resistance. If you can do that properly, your prospects will want to hear more and they will take action in response to your suggestion.
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Resources:
- Download the EEE™ Representational Systems Cheat Sheet here.
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- Learn more about our Signature Course: The Missing Piece to Your Sales Success
- Ask Alen! Send me your sales-related questions and I will answer them in the upcoming podcasts – send your questions via Linkedin or fill the form here.
More about the Episode:
Stop using Features and Benefits!
What is a Hot Button?
This is something that’s important to your client. It could be a problem, or it could be a need, an interest, maybe even a passion. It is what motivates your client’s decisions, and your role is to find this hot button. Every person has things which are really important to them. At a high level, we refer to these as values, like security, adventure, freedom. When selling you have to uncover the values that are related to the situation they have, and these are referred to as criteria.
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Let me know what you think and what will you change regarding being better at sales discovery questions. Let me know your favorite strategy or revelation you’ve had about asking qualifying questions. I can’t wait to hear from you!
Ask Alen!
Send me your sales-related questions and I will answer them in the upcoming podcasts – send your questions via Linkedin or fill the form here.