Mar 11
25
Here are a few basic pointers to enhance your interaction with leads:
1. Treat people like the humans that they are. Humans like to be understood, appreciate being engaged with, heard, respected, captivated and need space and time in their evaluation and decision process. Take the time in this busy world to review whether your phone call, text, email or IM follow these guidelines as you communicate with your buyer.
2. Remember to be thoughtful and relevant in your questions. You wouldn’t bombard someone you meet for the first time with every question you wanted to know about. And you certainly wouldn’t want someone to treat you that way. In sales, we do need to develop questions to determine if we can satisfy the needs or wants of the buyer. Subtle balance is critical in finding the answers to qualifying questions throughout your buyer interactions. Be sure your questioning enhances your relationship and brings you closer to helping your client. For example, find out what impact the buyer’s decision to buy or not buy has on their company.
3. Listening is more helpful than talking. Be patient and attentive in your listening. As you engage with buyers, listen to their responses. Your buyer’s response may include more helpful information than you asked for, strengthen the process of building your relationship and bring you both closer to a buyer choice and decision. As your buyer is sharing valuable insight, recording and clarifying what you heard is also a respectful part of the process. In building a relationship people feel comfortable when you remember what you told them and use that information to learn more about them and help them.
Qualification is essential to buying and selling. How you do it affects success.
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