Do you know the key question to ask any prospect?
A. Why would you buy?
We often fall into traps such as talking too much to convince prospects or trying to read their mind and hit the “hot buttons” to close. If you think about the typical car salesperson, they will talk about horsepower, torque, leg room, gas mileage and countless other features, but they rarely ask the potential customer “why” they need a new car.
Key buying motives are found in complex answers that come out during a conversation where you do more listening than talking. Great salespeople have mastered the art of asking questions about why the person needs the product or service and capturing all the emotion that is involved.
Think about this before your next Cleveland sales call or contact Sales Concepts for help.
For more information:
Watch video explaining why prospects who are emotional are much more likely to buy.