Ask, don’t pitch

While systemisation is great and a generic sales pitch can help train new salespeople, customers want to know what’s in it for them personally - not listen to a script. Teach your sales team to ask effective questions, be attentive, and personalise your sales discussion to each prospect.

Consider asking prospects the following questions:

1. What difficulties are you experiencing?
Understanding a prospect’s specific circumstances allows you to position your product or service in a way that solves their problems or benefits them personally.

2. What is this costing you?
Speak in terms of money, time and stress. Establishing the cost of the issue increases their level of dissatisfaction with the issue and helps you overcome sales resistance.

3. What would your life be like if these issues were resolved?
This encourages them to imagine how their life would improve if the issue was resolved. Frame the value of your product or service in a way that directly relates to them.

4. What are your long term goals?
This gives you insight into their plan for the future, so you can tailor your product or service in a way that helps them achieve their goals.

Asking these questions and tailoring your sales pitch to their situation helps the prospect see the value of your product or service for them.

"Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a produce or service." - Brian Tracy

If you need help with your sales strategies, get in touch. 03 474 0475

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