Automotive Sales Training
"KILLER QUESTIONS TO CONTROL AND MAKE THE SALE"
By: Grant Cardone
Most sales people waste time talking about price and product prior to collecting the information necessary to even sell the product or close the sale.
Look, selling can be an incredibly financially rewarding job or it can just be a great deal of disappointment and hard work. I am talking from experience as I have made all the mistakes a sales person can make and then some! Especially today I see sales people selling scared and bypassing necessary steps in order to make the sale. Here's what I learned:
To succeed in sales you must avoid making these three big mistakes :
1. Treating every sales call like an improvisation - "I can't wait to hear what I'm going to say today!"
2. Talking about your product before you get the prospect / customer talking about his problems or what he/she is trying to accomplish. This is a huge mistake because you can't sell a solution if you don't know the problem or what the prospect is trying to accomplish.
3. Defending your price instead of explaining your value. Newbies and veterans alike fall into this category due to a lack of daily training. ( The reality is the more you talk about price the lower price gets. Most sales people spend 80% of their time on price when less than 20% should ever be spent negotiating price and terms! )
The easiest way to attract more customers and increase your sales is to stop talking and start asking intelligent questions .
Here is a short list of a few of my killer questions I use in order to control and close the sale:
- WHAT IS THE MOST IMPORTANT SINGLE CONSIDERATION IN YOUR NEXT PURCHASE OR INVESTMENT?
- WHAT IS THE SECOND MOST IMPORTANT CONSIDERATION?
- ON A SCALE FROM 1-10 HOW WOULD RATE YOUR PRESENT SITUATION. (GET AN ANSWER) WHAT WOULD MAKE IT A TEN
- IF THERE WAS A PROBLEM YOU WERE TRYING TO SOLVE WHAT WOULD IT BE?
- WHEN IS THE LAST TIME YOU MADE A PURCHASE/INVESTMENT OF THIS SIZE? WHAT WAS IT?
- OTHER THAN YOURSELF WHO WOULD YOU CONSULT OR INVOLVE IN YOUR DECISION?
- WHAT IF ANYTHING WOULD KEEP YOU FROM DOING THIS TODAY?
- ON A SCALE FROM 1-10 HOW WOULD YOU RATE THIS SOLUTION? WHAT WOULD MAKE IT A TEN?
Learn to ask quality questions and you will find yourself controlling the sales process and closing more deals. To do so you need to train daily.
Grant Cardone, Author of Sell to Survive
More Information: http://www.GrantCardone.com/ |
Past Issues
