| Relationship selling is all about getting to know | | | | their emotional reason for wanting to make a |
| your client so that you can find out the best way | | | | purchase. People buy on emotion and support |
| you can be of service to them. When speaking | | | | their purchase with logic. It's their wants rather |
| with your client you want to be asking questions | | | | than their needs that creates an emotional |
| to stimulate conversation. Think of yourself as | | | | attachment to a product or service |
| reporter and ask the 5 Ws: who, what, where, | | | | Sales objections are a natural part of any |
| when, why and how. Think of it as an interview | | | | presentation. Welcome them, don't be afraid of |
| process. This way you will uncover information | | | | them. It's a good sign that they are listening to |
| that will allow you to come back on another | | | | you. Be prepared for them. You want to develop |
| appointment to prompt them to purchase. | | | | questions that will help you overcome objections. |
| Your initial questions are to establish rapport, trust | | | | These objections are the reasons why they are |
| and respect. If they trust you they are more | | | | not yet ready to make a purchase. Expect more |
| likely to make a purchase. The only way to get | | | | than one objection. Common objections like no |
| to know your customer is to engage them in a | | | | time or no money are typically a smokescreen to |
| dialog where they expand beyond a simple yes or | | | | their real reasons for not buying. By asking them |
| no. You can get to know their needs and wants | | | | if there are any other reasons aside from no time |
| better if you ask the right questions. These would | | | | or money to help flush out the real objection. |
| be open-ended questions. These are fact finding | | | | They may say they want to think about it or |
| questions. Ones that can't be answered with a | | | | speak with their spouse. Rather than arguing with |
| simple yes or no. | | | | them; support them. By all means recommend |
| The age old FORM acronym is a good way to get | | | | they speak with their husband. But be sure to set |
| them to open up about themselves. Ask about | | | | that follow up call. Simply ask: "Shall I get back to |
| family, occupation, recreation so they are | | | | you in a day or two? Great lets book that time |
| receptive to your message. This will help you to | | | | now." |
| find some common ground outside of your sales | | | | During this question and answer process you will |
| presentation. Having a hobby in common for | | | | want to get them to repeat so they can hear for |
| example goes a long way towards them being | | | | themselves what they are thinking. This gets |
| pleased to hear from you again on a sales follow | | | | them to voice the decision to purchase as though |
| up call. For example, when you do follow up you | | | | it is their idea not yours. You are just supporting |
| can ask about the latest hockey game and let | | | | them through the process. |
| them respond. The more they talk the higher the | | | | To summarize, interviewing your prospect as part |
| likelihood of a successful call. | | | | of relationship selling process qualifies them as |
| Your next series of questions will be to discover | | | | someone worthy of your time. Asking |
| their needs and wants. You want to discover their | | | | open-ended questions allows you dig deep in a |
| wants in addition to their needs. Oftentimes a | | | | short amount of time. Spending 10-15 minutes on |
| customer will not reveal their real reason for | | | | the phone is far better than meeting with |
| wanting to buy a product or service. By asking | | | | someone for coffee or lunch only to find they are |
| enough questions you can dig deeper and discover | | | | wasting your time. |