Happy Friday sales world! I am getting ready to hop on a plane to Albany to visit an old friend but before I do I wanted to share a quick question I received this week. I also want to share my answer with everyone because I feel like it can benefit many here in the professional sales world. The question was: What are all the questions I can ask a customer to get all the necessary information I need to close a sale? This question is a little generic so I am going to answer fro a few perspectives.

I did not know what industry the reader is in and if the person is really a customer or a prospect? Jay Abraham, the marketing guru, talks about the difference between a customer and a client. A “customer” is someone who you do a transaction with; a “client” is someone who is in your care. That means you have an ethical obligation to understand what they want to accomplish and make sure you can help them make that wish a reality. Too many times I see a sales rep that is all about making the sales and getting the order. Unfortunately the prospect senses that the rep is out for them self and they start to resist. This is why you may feel some tension during the call because you are trying to “close” them. Nobody likes to be closed but they easily buy when the feel your solution will accomplish their goal. How do you change that… by focusing on the prospect and not the order. I don’t know enough about the reader’s situation to give him a list of questions. What I would suggest is that he asks questions that give a full understanding of what the prospect/client wants to accomplish. Then he can show his prospects how his offerings will help the them accomplish those wishes, hopes and dreams. If you have done that to their satisfaction then they will want to buy. There is no hard close just one simple question…what would you like to know Mr/Mrs prospect?  

That said, I do want to fully applaud the reader for asking a the question in the first place! This is the first big step at becoming a top performer – becoming educated.  It took a little while for me to figure that out (see the post about how I had to figure that out the hard way). Kudos to you. If you want some more education – sign up for my weekly newsletters. They are filled with good lessons (and tips, research and action items) that I had to learn the hard way so hopefully your wont have to.

Hope this helps!

Jay Abraham the marketing guru has said that if you really believe in your products and service that you have an obligation to tell the world. Now I may not be saying it exactly the way he says it but the point is if you can really have an impact why wouldn’t you tell the world? Bert Decker wrote a book called You’ve Got to be Believed to be Heard. My friend Chet Holmes says that the sales rep that has more passion then the prospect gets in the door. To me it all boils down to your level of conviction. How much do you know about the prospect, their world, their challenges and their industry? Have you practiced on how to get past the gate keeper, handling objections and how to leave a voicemail message that gets a return call? Are you willing to be relentless in your efforts to reach the prospect? You see sales reps with conviction never, never give up.

A while back I had a prospect that I was determined to reach. After a little intelligence gathering and getting to know his assistant I had his two cell phone numbers, direct office number, home number and his schedule for the next three days. I planned a series of voice mail messages that I believed would get his attention and a return phone call. I planned what time I would place each call and what phone numbers I would contact. On the first day I did everything according to plan but no return phone call. On the second day at 5pm I got a return phone call. My prospect asked if anyone had accused me of being a Pitbull? I told him no but I would take that as a compliment. He said that was the way he intended it and wished his people were as determined as I was. He admitted he returned my call because I communicated my conviction in providing value and determination to reach him. Let’s be real, you aren’t going to do this with 400 prospects a week but there are a handful that could make your quota for the year if you landed the account. What are you willing to do and how badly do you want that prospect?