As I mentioned in my “Sales Tip of the Week” this Tuesday, you always want to apply 70-30 rule in the beginning of your selling process. This refers to the fact that you need to listen to your prospect 70 percent of the time as well as verbalizing and asking thoughtful, well-planned questions 30 percent of the time.
The simplicity of this is that until we discover a prospect’s needs, there is very little reason to present your product or service. Interview selling is all about exploring and gathering information to fully determine if indeed the product or service that you represent is potentially a good fit for solving your prospect’s problem or issues.
It is either a good fit or it is not. If not, it is perfectly fine to move on. Always remember that people don’t want to be sold, they want to buy for their own reasons. If the need for you product or service does exist, your job is to create a comfortable environment of buying.
As I am sure you have already noticed, our consumers are becoming a lot busier. They all have important things to take care of every day. If we show them that we appreciate their time and value the relationship of mutual respect, we will begin to see an interest in their eyes. And interested client can easily be converted into buying client.
Always remember, interview selling is about discovering and determining, if a potential match is on the horizon. If not, try to help them to get their needs met from other sources. I bet they will never forget that you were a trusted consultant and worked in their best interest.
Take care and see you next time!
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