A good salesperson listens to listen and is intent on understanding what the prospect is really saying. Prospects use vague words like "faster response time," "better quality" and "good customer service." When they do, it is the salesperson's job to clarify and gain an understanding of what those vague words mean to the prospect.
Greater clarity results in better communication and understanding of the prospect and customer needs.
- Ask more questions, better questions and the right questions.
- Understand the importance of validation in creating rapport and establishing a comfortable environment for a sales conversation.
- Learn why the question asked by the prospect is never the real question.
- Eliminate assumptions and clarify questions and statements to insure prospect and salesperson are on the same page.
Get answers to questions about your sales process today by calling us at 303-708-1128 or contacting SalesLeadership online for your initial consultation with our team.