Selling aims to discover what a prospect needs
and provides it in exchange for money.
Let me share with you this personal story.
I am invited to attend a high profile gala in Hong Kong, and I start wondering, ‘What am I going to wear?’
Feeling determined, I go shopping in Central (a downtown area) and walk inside a high-end store. Looking at all the pretty garments around me, I start feeling out of place. Maybe that’s because I am wearing a pair of blue jeans and a white t-shirt?
A salesperson eyes me from head to toe. I can see her lips drawing tighter as she turns around and walks away from me. Maybe she thinks I am the ‘wrong’ kind of customer for that place?
I slowly drum up the courage to ask another salesperson for their help in choosing an evening gown. She has one look at me and flatly answers, “Good luck finding one your size.”
With a smirk on her face, she then ‘apologizes,’ saying their store caters more to petite Asian women than white curvy Amazons.
I walk out of the store, feeling more dejected than ever. I wonder, ‘What am I going to wear?’
Let me ask you …
When it comes to selling,
what makes a great prospect?
I believe a great prospect answers yes to all three questions:
#1. Does the prospect have a need to fulfill?
#2. Does the prospect have budget?
#3. Does the prospect intend to buy right now?
I needed an evening dress. I had the money to buy it and I wanted that gown immediately!
With that mind …
What is it that makes a salesperson fail at selling?
I believe the answer is, because we judge the prospect.
Think about it … How was the salesperson at that high-end store ever going to sell me an evening gown if she kept pinning me as a “non-buyer”?
Clearly, passing judgments does NOT work.
So how do things become better?
I believe, things become better when we focus on
becoming genuinely curious. ‘What is needed right now?’
becoming intentional. ‘What can I do right now to provide what is needed?’
becoming accountable. ‘How can I hold myself accountable to keep providing what is needed?
And here is what makes Amazon great at selling:
Ask “What do you need right now?” and listen attentively to the answer. I might type in something like ‘dress’. How many thousands of dress choices am I going to see? Thousands! A salesperson who is great at selling will assist their customers in becoming more and more specific about what it is that they need.
Ask “What do you need right now?” and listen attentively to the answer. Now, I might type in something like ‘evening gown.’ This will most likely leave me with hundreds of choices instead of thousands. As a salesperson, always build on your customer’s previous answer. (Note: Amazon never cares if I am wearing blue jeans when buying an evening gown.)
Ask “What do you need right now?” and listen attentively to the answer. I will now need to choose a style and colour for my evening gown. As a salesperson, assist your customer in becoming more specific; always build on your customer’s previous answer. (Note: Amazon never cares whether I am a white curvy Amazon or a petite Asian woman.)
Ask “What do you need right now?” and listen attentively to the answer. I will now need to type in my size. (Note: Amazon never turns its head away, rolls its eyes, or make snide remarks about a person’s size. AMAZON ALWAYS LISTENS. As a salesperson, always listen to the customer’s answers and build clarity upon those answers.
Ask “What do you need right now?” and listen attentively to the answer. I will now need to proceed to checkout. (Note: Upon entering their website, Amazon never judges whether a person can afford an evening gown. If a sale goes through, great! If a sale doesn’t go through, Amazon asks “What do you need right now?” and it always attentively listen to their customer’s answers.
What makes Amazon GREAT at selling?
Amazon is CUSTOMER DRIVEN.
Amazon ALWAYS LISTENS ATTENTIVELY.
Now imagine a salesperson has just read these tips…
What do you believe will be their greatest challenge(s)?
My name is Anne Beaulieu and I am an Emotional Intelligence Coach who assists salespeople in discovering what their customers need and provide it in exchange for money.
To schedule a free 15 minutes E.I. coaching session, here’s my scheduling link: https://walkinginside.com/contact-us/
Your Emotional Intelligence Coach,
Another great resource you can check is: https://fullmontyleadership.com