What Happens When You Don’t Read the Room
Social Selling is the name of the game in the modern sales arena.
Problem: Bob’s sales meeting included the president, IT manager and the office manager. Bob figured the president would make the decision as long as the IT manager was positive. After 30 minutes of intense discussion, the president decided Bob’s integration system would greatly enhance their operation. All that needed resolved was implementation. Bob spent the next fifteen minutes resolving the IT concerns. He turned to the office manager who was quiet throughout the entire meeting and asked, “Do you have any questions?”. The office manager said “no”. Bob, sensed the opportunity to close, “What would you like me to do now?” Give us a call next week.
Diagnosis: Bob assumed the decision was made by the president and ignored the influence of the office manager. The office manager, feeling ignored, “pulled the trigger” on Bob. You can hear her saying afterwards, “I not sure about this. Who else is coming in?”
Prescription: “An involved prospect is a buying prospect.”, proves to be true.
Ask each person attending at least two or three questions and then wait for a response.
- “How do you see yourself using …?”
- “Bill made an excellent point earlier, I had not considered. I sense that you may have other issues?”
Wait for a response. Everyone needs to be recognized; that’s why they’re there. Ask everyone specific, thought provoking questions.
This is how you can develop your Consultative Selling Skills, and close more deals!
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