As an electrical wholesaler, sales representative or manager, if during your sales presentations you are hearing your voice more so than your client. Then you are probably telling them what they want, without finding out what their key triggers are to make a buying decision.
What you may perceive as value or benefit, your electrical prospect may see as an objection. Therefore, talking less and listening more is a key strategy that will not only change the way you deliver your presentation, but the outcome by increasing your ability to close more sales.
Our mouth is what usually gets us into trouble. Make a conscious effort to speak less and listen more. To put it into perspective. Let your prospect talk 80% of the time to your 20%, by asking questions and following up at the end with your solution and close.
Why ask Questions?
- To qualify your prospect to see if your solution suits their requirement and if they are in a position to buy
- It allows us to gather intelligence. It helps us to identify their triggers to buy, and fine-tune your solution to close.
- It establishes a rapport as a solutions partners that is interested in solving rather than selling and builds a relationship of trust.
- It allows you to pre-empt and avoid objections
- Allows you to better control the direction of the sale and the final outcome
There are 7 types of questions
- Rapport Building Questions– Create and establish a trusting relationship.
- Need Questions–Identifies the problem that your prospect is trying to solve
- Uniqueness Questions– Tell us if the prospect has tried a solution in the past
- Budget Questions– To see what their financial ability and expectation is.
- Influence Questions– Confirm the prospects authority as the decision maker.
- Timeline Questions – Identify the urgency of the solution
- Confirmation Questions– Used to reinforce the solution to the problem. They can also be used to draw out the prospects real objections.
Examples of these type of questions are:
- Rapport Building Questions
- How long have you been with the company?
- Tell me a little about what you do?
- Need Question:
- What are you finding most challenging right now?
- How is this problem affecting you?
- Uniqueness Question:
- Have you tried to solve this problem in the past?
- Are you evaluating other solutions?
- Budget Question:
- Have you set aside a budget for this?
- What are you expecting to invest in the solution?
- Influence Question:
- Who else needs to be involved in making this decision?
- Who else needs to approve this decision?
- Timeline Question:
- What kind of deadline are we working with?
- What timeframe are we looking at?
- Confirmation Question:
- What are your thoughts so far?
- Do you have any concerns so far?
Here are 7 additional tips:
- Ask open ended questions
- Assume nothing, question everything
- Listen carefully
- Do not interrupt
- Write down key intelligence to use as part of your solution
- Add value to your solution that is relevant to your prospect
By focusing on strategic questions that gather intelligence, you are not just selling, but solving. Your electrical contractor or prospect will appreciate the opportunity to be heard and understood when querying earthing, grounding, surge, lightning protection etc… They will feel more comfortable in having a trusted solutions partner who is interested in their current problems and requirements. Making the difficult buying decision, easy!
For tips and support to win more sales contact Emmanuel Lardis from West Australian Power Protection (WAPP) on (08) 9353 5300 or email firstname.lastname@example.org for a FREE no obligation consultation.