“The eyes are the window to the soul.” – English Proverb
There’s no question peoples eyes (along with other facial expressions, body language and other non-verbal clues) reveal a great deal about what they are thinking about those things they see and hear. Nothing replaces the value of looking someone in the eye and watching what they do their eyes when presenting recommendations and selling. While the eyes may be the window to the soul, however, they may not be the Window to the Sale™.
Advisory practices which involve knee-to-knee recommendations and implementation account for only a portion of business we transact. Buyer initiated transactions, phone sales, catalogs, and online sales happen in the absence of face-to-face interaction. So what is the Window To The Sale?
Let’s assume the following:
- Your solution solves their problem.
- They need it.
- They can afford it.
- They trust you (or the person who referred you.)
All of these factors can be present, and you can still not make the sale! So I ask again, what IS the Window To The Sale?
Questions are the Window To The Sale™.
Your ability to ask quality questions, and how well you listen to the answers you receive, contributes greatly to your sales success or lack thereof. The best questions cause your client to examine situations, ask their own questions, and trigger them to take action.
Are you asking the right questions and asking them the right way? Your answer to this question can make all the difference in your sales results.
Work Hard & Have Fun!™