Before trying to sell something to your customers, you should know what it is that leads them to buy. But, never, never ask them any of these 3 questions.
I have served hundreds of salespeople, during my life. In my house, in their house, in my business, in the church, in the restaurant and… one day I was looking at the spectacular crater of the Poás Volcano in Costa Rica. That was the worst… he asked me the third question. If he had done the second, maybe I'll buy him a coffee.
We all sell something. First we sell ourselves as people, as a couple, as parents, as siblings, as friends, and as entrepreneurs. We sell what our business does: vegetables, tourism, money, games, fear, etc. The success of our life depends on the way we sell ourselves to others, every day.
But I have to talk about business and the type that made me lose the little leisure time that I had taken one Saturday morning with my family and with an excursion of Mexicans who were freezing to death, after having walked for almost an hour in some trails that were still damp from the morning dew.
I don't even remember the name of the guy… sure Inopportune! The card helped me level the camera and take a decent photo.
These are the three questions that you should never ask a client, when you appear before him to offer your product or your service:
- Never ask him if he has heard of your business.
You risk a lot asking that question. The client may have listened and what they have heard is bad. If you have to do it, it is because you are not so well known. You might be better off saying, “Most likely you've already heard from us. Our company has been in the market for twenty years and we have specialized in manufacturing control elements for the injection machinery that you have in this company. We are certified by the recognized brands….etcetera, etcetera ”. You will see that you impact your client more. They don't get a chance to respond when you say "Most likely…" Go straight and summarize the strengths of your business. Don't ask him to tell you about his company either
That doesn't speak well of you. What you are telling him as that question is that you made an appointment to talk with him but that you did not take the time to research or read about his person, his company, his products and his needs. Ask only what was not possible to investigate, because it was private or did not really have that information available. The client gets bored of answering something that you should know. Instead of asking that question, you could say: “I have been researching your company, its years in the market. I understand that you have seven very successful restaurants. I am sure that having a reliable supplier, with good quality and with a good price, in fruits and vegetables is something that you do know how to value. " Never ask him what is or would be the reason that would drive him to buy your product
This was the question that “Mr. Inoportuno” asked me at the Poás Volcano. Don't, if you don't want to risk being thrown into a crater burning lava. Just kidding! He told me with a smile on his face and without any “prigilio” -as they say in the Dominican Republic-: “Don Enrique, it's good to see you here, note that now I'm distributing MARK XXX photocopiers. Will you allow me a second? (I didn't have time to say NOOOO). Tell me, Don Enrique: What would lead you to buy a multifunctional photocopy with consumption control and…?
I don't remember the face I made; but he handed me the card and asked me for an appointment for the next week. Don't ask a potential client that question. It is assumed that if you are an expert in your business and you have been dedicated to it for years, you know your customers and you know what leads them to buy.
You could say something like this: “I know that you have more than 20 people working in your offices and that you print a lot of reports and reports every day. The cost of printing and photocopying can be very high, especially if we add the problem of personal consumption by workers. I have a solution that can reduce your expenses by 50%. " I was spending almost $ 500 on paper and toner that day. Of course I was interested. But he left empty-handed, not a date, not a bitter coffee.
The success of your business is directly related to your ability to convince your customers that you offer a better solution than the competition, that your product is more attractive and that your company is more competent, more serious and better, now and in the future. future.
What do I recommend?
Don't ask any of those three questions. Dedicate your effort to knowing the real needs of your customers. It is one of the most powerful and least used techniques to grow your sales.
Your task is to master this technique and make the people who work with you, mainly in the sales and customer service area, also master it.
And the Mexicans? I have another story about them; but when I found them later in the Laguna de Fraijanes eating strawberries like desperation.
What other question do you think should never be asked of a client? Please express it in the comments
