Who Is in Control?
Credit: Jason Gillespie
Here’s a pro-tip for you. The person asking questions is in control of the conversation. Questions sell more stuff than presentations. Good questions = Good sales dollars.
Questions validate prospects. When you ask them to share, they hear themselves validate their choices. They feel power. They feel confident. They feel these things in your presence. They like how they feel.
Questions demonstrate curiosity. Curiosity suggests empathy. Empathy demonstrates sincerity. Prospects want to work with people that genuinely care and appreciate their paradigm.
Asking questions actually puts you in control of the conversation. It feels different but it isn’t. Your questions lead clients to your solutions and you, personally.
A simple way to think of it is as follows: Questions lead to conversations. Conversations lead to relationships. Relationships expose opportunities. Opportunities help you design actions.
What does this mean to your selling? Have your presentation ready. Be prepared to talk about what you do and how it matters to brands that buy your stuff. Be an expert on what you do and why.
But, show up loaded with curiosity and a pad of questions. Learn what you can about the individual, their company, their role and how they consume services. Ask them what kind of services and solutions they would like to see invented. Listen to every word they say.
Get them to share and you’ll sell more stuff.
I wear it out week after week…but it’s true. Customers don’t buy when they understand your offer or service. They buy when you understand what they need. Asking questions makes them the center of things and that’s where you want them to be.
Who is in control?
The preceding content was provided by a contributor unaffiliated with Printing Impressions. The views expressed within may not directly reflect the thoughts or opinions of the staff of Printing Impressions.
- Categories:
- Business Management - Marketing/Sales
Bill Gillespie has been in the printing business for 49 years and has been in sales and marketing since 1978. He was formerly the COO of National Color Graphics, an internationally recognized commercial printer and EVP of Brown Industries, an international POP company. Bill has enjoyed business relationships with flagship brands including, but not limited to, Apple, Microsoft, Coca Cola, American Express, Nike, MGM, Home Depot, and Berkshire Hathaway. He is an expert in printing sales, having written more than $100,000,000 in personal business during his career. Currently, Bill consults with printing companies, equipment manufacturers, and software firms. He can be reached by email (bill@bill-gillespie.com) or by phone (770-757-5464).
