WHAT DO THEY WANT?…the Business of Selling is very competitive. Frequently you are competing with other Salespeople. The best way to compete is to understand what the Customer is looking for. You need to be very clear on what the customer's "hot buttons" are. When you understand their criteria for deciding whom to work with, you can react accordingly. I call this "getting the edge".
Here is your ACTION STEP… the best way to "get the edge" is to ask the right questions. These questions are surprisingly simple and at the same time are the "keys to the vault". Start asking the following three questions:
1. What are you looking for in a sSalesperson?
2. How will you decide which Salesperson to do business with?
3. What do you have to see to be 110% comfortable in hiring me?
Most Salespeople only ask Q #1. It usually evokes the standard answers… "honest, hard-working, helpful, responsive, etc., etc." The truth is that doesn't really tell you very much. It is Q #2 that really brings out their "hot buttons". Here is the fascinating part of this exercise… by asking Q #2 you are actually helping them think about how they're going to decide. The reality is, until you ask, sometimes they don't even know! Q #2 really helps them crystallize their thoughts. Q #3 is the icing on the cake. It allows you to perform in a way that will meet their expectations. It then becomes a "slamdunk" and allows you to "get the edge" on the competition. Do not stop at Q. #1. Be a Star! NO Excuses.