Buyers expect salespeople to vomit details all over them, making this expectation a huge opportunity. Practitioners of buyer-centric selling engage prospects and clients in highly collaborative conversations. This is one of the few aspects of selling we can actually control.
To achieve this:
Eliminate leading (multiple-choice) questions as they confine the buyer to your choices instead of hearing their needs and details.
Limit the use of locking (yes or no) questions to confirming details and closing the buyer since these gag the buy, shutting down their sharing of important details.
Avoid open-ended questions as these are usually long-winded, forcing buyers to focus more on the questions instead their own answers.
Generously use launching questions. These provocative inquiries are ten words or less, allowing those answering to give more details since they slow down the brain and evoke more information.
Employ integrative questions that frame their answers into additional questions. This fully engages the buyer in a fulfilling, collaborative dialogue that is memorable to them and more helpful to you in meeting and exceeding their expectations.
Scott WintripEngaging the Buyer – Scott’s Sales Yoga Thought for the Day
“When you can do a common thing in an uncommon way, you will command the attention of the world.” – George Washington Carver
Too many firms in the staffing and recruiting business still compete on price even though it’s the least sophisticated way to sell. At times, even highly talented, seasoned veterans use this harmful technique when they’re afraid of losing a deal.
Our industry would do well to remember that buyers know that the lowest pricerarely means the best investment. Competing on price positions recruitment, staffing, and contract services as commodities, not worthy of the true respect due to people who have such tremendous impact.
Emphasize value, not price. If you ask Launching Questions and practice Mind Over Mouth, you’ll be able to identify what your customers genuinely care about. If you take the time and make the effort to ask engaging and provocative questions, you’ll be able to identify what your customers need and value.
When you’re clear about what your customers value, you’ll be able to offer options they desire. At that point, as long as the value is valuable, they’ll feel much more confident about the investment…and then you’ve got yourself a deal.
The longer you talk, the more people tune out. Replace pitches (one-way communication) with provocative Launching Questions (two-way communication) if you want to genuinely engage people and capture and keep their interest.
Scott WintripScott’s Sales Yoga Thought for the Day