Our Track Selling mentor and friend Roy Chitwood often said, "75% of your sales success depends on how well you perform in Step 1-Approach and Step 2-Qualification."
Since the majority of your sales success is based on your ability to build trust and rapport during the Approach step, and truly understand your prospect's needs, wants, and desires in the Qualification step, does it make sense to you to practice those steps ALOT to go from good-to-great?
Here are seven ways to practice being better in Approach.
- Smile
- Be sincerely interested
- Talk about the other person's interests
- Use their name
- Listen
- Be complimentary
- Make them feel important.
To practice Qualification, ask open-ended, fact-finding and feeling-finding questions and let your prospects talk. Sounds simple, but perfect practice really pays off.
Here are 3 of our favorites...
- What would you like to accomplish in our meeting today and what time should we plan to come to a hard stop?
- What do you like best about your current provider?
- Would it be fair to ask you which you like least about your current provider?
Continue through the BANT series, which means to ask questions about the prospect's Budget, Authority to buy, Needs, and Timing.
Once you feel you're good at Approach and Qualification, reward yourself by thinking, "Well done self; now let's keep practicing and go from good to GREAT."
That's perfect practice.
Good luck and good selling.
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