Sales is about authentic and genuine listening. Sales is also about asking great questions.
When we meet senior business managers for the first time, we are always interested in learning more about them and their situation. Many prospects are unsure of their needs and are risk averse. As consultants we need to lead our clients to a solution, not lead with the solution already in mind.
A key success factor is finding out:
What keeps them up at night?
What problems do they have?
Do they know they need help?
Do they want help?
The questions we ask often say way more than the comments or claims we make. By finding out what motivates our clients, we build trust and strengthen relationships. As consultants we need to:
- Be curious
- Stay educated by learning new skills and techniques
- Ask better and higher-level questions
- Bring unique business insights to solve complex problems
- Seek out innovative ways to save or make them money
- Present a number of options for them to consider
People buy from people they know, like and trust.
To be successful in sales, tailor your conversation to resonate with the client’s objectives. Be their advocate for change, guide them to new ideas and this will give your clients confidence in your capabilities.
People value quality advice and a reliable sounding board that provides an independent and accurate view of their situation.
Focus first on understanding their unique business and technology challenges by asking great questions. This will enable you to lead your clients to an effective solution and a successful outcome.