Tips from June 17, 2009
The Small Business tips today will be how a sales team can grab a prospective
client’s attention to lead to a successful sale.
- Set limits on how much you
talk. On average, 60 seconds is the
maximum to talk about yourself or your business. Engage the prospective client to signal
the next time you can speak so you avoid rambling.
- Ask open-ended questions to
enable dialoguing with your prospective client. Prompt them with questions that cannot be
answered with a yes or no question.
Begin with what, where, when, why, or how.
- Do not manipulate, lead, or
control your prospective client.
Encourage the other party to reveal their opinions about your
product or service.
- Build rapport. Being kind and courteous goes a long way
and you will gain the trust of your potential client. An individual who can trust a
salesperson is more willing to do business with them.
Daily
Overview: Gaining the attention of a prospective client is the first step in
completing a successful sale. Set limits on talking to engage your client and
build trust to seal the deal.
Here at ABC we post these small business tips to our employee's Twitter
account each day, Monday through Friday. This is a reposting of those tips.
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