GETTING THE EDGE…the Business of Selling is very competitive. Often you are competing with other Salespeople. One of the best ways to compete is to understand exactly what the Customer is looking for and then deliver.
You need to be very clear on what your 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”.
Here are three great questions that will set you up for success:
- What are you looking for in a Salesperson?
- How will you decide which Salesperson to do business with?
- 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 are 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 slam dunk and allows you to “get the edge” on the competition.