Sales & Service Tip Of The Week

Successful interaction is based on your ability to question the customer, which leads us to the next “A” – Analysis.  The ability to ask questions is one of the finest sales fundamentals available, but often lacking in sales associates.  Are we too quick to recommend our products and services without finding out what the customer really wants?  This is the step that separates the few from the many and is where we “pay the price” as a service and sales professional.  Taking the time to uncover needs may take longer initially, but pays big dividends later by increasing the sales opportunity with each customer.  As “doctors of selling” how can we suggest or “prescribe” without doing a diagnosis?  We can’t!  So, take the needed time to help your customers, as they want to buy from you.  By creating a “want” first and then matching your products and services to that want, will provide greater customer satisfaction.  And, that’s what keeps them coming back.  Now, learn and master the art of questioning!