Joe da Silva | Speaker | Trainer | Coach
~ If you are no better tomorrow than you were yesterday, then you've wasted today.
I was having a conversation with an individual whom I admire at a Toastmasters meeting on Saturday morning, that seemed to be having an internal struggle about something that he was speaking about to a youth group the night before. His message was, there is never a reason to lie and even a little white lie, is a lie.
Last week, I was in a meeting with a potential new client; who has since become a new client, and the owner stated: “Why do you ask so many questions, Joe?” Well, the answer to that question is quite simple; I replied: “To better understand your challenges and to discover if we are actually a fit.”
The challenge is that questions have to be very strategic and thought provoking to get the prospect to provide pertinent information. You must always have an array of questions at your disposal; which is why when we work together, we will work on developing your 20 Power Questions.
Are your clients talking about you when you leave, or, are they talking to your competitors, ordering from them and talking about you? What is setting you apart from those competitors? Are you being different and unique enough to convince your prospect that they should be dealing with you? In other words, what are you bringing to the table that sets you apart from everyone else?
While at a networking event, the discussion led to the question of ‘the close’. I listened intently to the different ideas presented by everyone I thought to myself that I was somehow transported back in time to 15 or 20 years ago. Some of the suggestions were outdated, in that they all focused on the salesperson’s needs and wishes and really had nothing to do with the client. When it was my turn to share, I could not hold back and I asked if they had actually heard themselves?
It amazes me in working with some individuals, how they can do all the hard parts of the sales cycle and then drop the ball at the very end; which is the easiest step of all.
What is the most precious gift that you can give someone? Something that they will treasure and value and put you three steps ahead of everyone else in your client’s eye? The answer, strangely enough, is listening and then moving to an action based on that listening.
There is no doubt that in order for long-standing sustainable business to happen, you have to first and foremost, foster bonding and rapport.
