Your sales staff is having trouble closing deals.
It’s a common problem that all business owners see at one point or another. While there is no sure-fire method of sparking sales during a down time, perhaps the problem isn’t one of cash flow for your prospects.
Here’s an easy way to persuade others to buy your product or service without sounding pushy. Before you tell people about what you’re trying to sell, first ask them if they want to hear about it.
A waiter describing the house special is likely to have a much more receptive audience when he begins by asking, “Would you like to hear about the special?” When patrons agree to listen, their mindset shifts from someone who’s being sold something to a person who is shopping.
In your business, that could be as simple as directing your sales staff to begin pitches by asking, “Would you like me to tell you how we can help your company?” Jeff Mowatt ([email protected]) is a 20-year veteran of the service industry who develops training programs and consults to business owners looking to improve their staff’s service. He can be reached at (800) 566-9288.
