
The importance of sales to a business cannot be
overemphasized; businesses thrive on cash flow. Almost every part of business
operations requires capital which is why a good cash flow is important to the
health and survival of any business.
This is the reason why companies hire sales people and
marketers to focus on how to sell and bring in revenue for the company to keep
in business. As a small scale business or a start-up, chances are that you
uptake your sales process yourself which is why you must be good at getting
sales conversions.
Let’s say you have done your advertising and have generated traffic
to your business, or people have found
you and are in a negotiation with you over doing business with you, the how to
convert such enquiries or discussions to sales is a very important skill every
marketer or entrepreneur must possess.
This article cannot cover all that is involved on the issue
of sales conversions which is why it will just focus on a few questions you
should NEVER ask your client when trying to sell to them.
Closing sales is nothing more than asking the RIGHT PERSON
the RIGHT QUESTIONS at the RIGHT TIME. But more often than not the right
question is the most important of these 3 elements because even the right
prospect can be lost if you ask the wrong questions. Also, very good marketers
or sales people can market to a wrong person with the right questions or
skills. Have you never bought a product you didn’t need simply because the
seller or marketer did a good job at getting you to buy? Anyway, I have been
swept off my feet by some astute marketers sometimes and I ended up buying from
them even when I didn’t need the item at the time or may never. Lastly, even
when you approach a client at the wrong time, even the right questions might
still get you an audience and ultimately your sales conversion.
So, here are just 5 out of the many silly questions not to
ask as a sales person.
As an upfront, these questions are questions that sound so
polite, and as a person trying to sell, you would likely have used them at one
time or possibly still do.
1.
How can
I help you?
This question seems so harmless because all
you are trying to do is to offer assistance, but psychologically your prospect
understands where the discussion is headed. Naturally, even though your
prospect has an intention to buy, but this question triggers a defense. The
response would likely be, ‘I don’t need any help, I am not buying’. Don’t ask
this question at all. A better question will be to ask your client what they
need. Often, than not, your prospects know what their need or want is even though
they may not always know which is the best product to go for but they know and
want to talk about what they think their need is.
2.
Do you
have a minute?
Quick
question… Can you actually make that sale in a minute? I honestly don’t think
so. So why ask for a minute when you will end up taking more several minutes or
hours? You come off already to your client as dishonest and lacking integrity.
The very ‘hard to break ones’ will actually time you and cut you off when it’s
exactly the amount of time you asked for. Better to say, is it a good time to
call? Let your client have a feeling you value their opinion and let them tell
you how much time they have to spare, while you go ahead and make a sales pitch
that makes them listen to you and give you all the attention you need to make
that sale.
3.
How could
you not want this deal?
Like
seriously!
That’s
pushing too hard. Let your clients come to their own conclusions about your offer;
you just ensure you are convincing enough to help them see how good your offer
is. Customers want to buy, but they don’t like to be sold to, so understand
what your clients’ needs really are and help them see how your product/service
meets that need.
4.
Would you
like some time to think about it?
So,
what really were you expecting them to say? 99 out of 100, your client will say
yes, and 99.9 out of 100 clients will never come back to the discussion which
will make you start doing a hard chase. As honest as the question sounds, it
hands over the power to your client. Do all you can to close the deal there and
then-Now!
5.
Are you
looking to buy today?
Guess
what my answer will be? You guessed right; even if you ask me a million times, it’s
a No! At that stage of your conversation, why not ask, where do we go from
here?
Now,
there are likely hundreds of wrong questions sales people ask when trying to
make a sale, so these are just a few, maybe the very common ones. You sure want
to avoid using these questions when trying to make a sale; they kill your
chances of getting a conversion.
Hmmmmmm. This is so insightful. Thanks
Great stuff ..as well educative!