Ask Confirming Questions

 

For sales professionals, everywhere.

The skill of asking questions and deeply listening to the answers is a lifelong practice.
BE in it, don’t rush it, and look to learn.
BE willing to not know everything all the time. ask listen 1-15-19
Asking Confirming Questions takes the unknown away.
When a salesperson shows a customer an item that has a price tag on it, and the salesperson says “This is $#”…and the customer nods, it means what? It means that the customer heard the salesperson and that they can read. It doesn’t mean that the price is good for them – that would be an errant assumption. The Confirming Question that accompanies this scenario is “Is that what you were expecting?” of “Does that work for you?” and BE SILENT and STILL and wait for a response.
This one skill, developed from discomfort to mastery, is life changing. Try it. And if you get stuck, keep trying it and call me.
Now, go sell something.
oxo,
Jody
Jody Smiling Photo copy
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This Equals That

For Sales Managers, everywhere
I  love Sales Managers, especially selling sales managers. I love that they love to sell and engage with the customer and that they are interested in developing their team members for greater achievement.  managers810
You know that I believe the sketch is the Holy Grail for the salesperson and the customer. Those salespeople who sketch and take notes during the interaction and gather great data that they use in their sales presentation have a higher close ratio, higher average sale, and higher total sales revenue than those who do not sketch. Period. So as a high impact, ‘do this always!’ action, it does not have a parallel or substitute.
For sales managers, there is an equivalent: Interrupting the sales interaction to help the salesperson to CLOSE this customer. Those sales managers who understand that their job is to help their sales team members to close more opportunities do this consistently while on the floor. Interrupting/inserting into the interaction to help to close is the equivalent for the sales manager to what the sketch is for the salesperson. No kidding.
If it is not part of what you do now, start doing it.
I spoke of this in an earlier blog…Tim, the Sales Manager at The Amish Craftsman in Houston is a master at this. He introduces himself at the first interaction with everyone on the floor, then swings back around about 30 minutes later to check on selection, to ask if they are using financing for this purchase, and to double check that they are purchasing accident protection.
The result: Close ratio: 50%. Execution: Mastery.
Start practicing this and if you need help, call me.
Now, go help your salespeople to sell something.
oxo,
Jody
Jody Smiling Photo copy