Be a problem solver, not a salesman. What does that mean?
To solve the person’s problem, you need to understand what it is (or they are).
To understand what it is, you need to learn from your prospect.
- Ask questions, and ask better questions
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Listen for the answers
Asking Questions:
You need to ask questions to learn where the person is at right now, mentally and physically
You need to learn what are their needs, their goals, their desires, their pain.
Not only do you need to ask the right questions, you need to listen for the answers.
Now this is not meant to sound like an interrogation, but an exploratory discussion.
And when you get the answers, continue to dig deep by again asking the right questions.
Hey, I have a a great product (service etc) that everybody needs, why don’t I just tell them about it?
When you go to the doctor, does he meet you and immediately tell you what a great drug the salesmen just left for him to try with his patients? Of course not, he would have become a salesman then.
I believe that he asks you what is wrong, why you are there today, and even takes tests to explore deeper on what you told him.
He then discusses different solutions to see what is the best fit for you.
Is your doctor not there to solve your problem, not to sell you the latest drug?
How can you best serve your prospect?
Like the doctor, determine “where does it hurt”
If you determine his “hurt” and his level of commitment in solving it, then you have a basis for talking about your solution to his problem.
If you have no solution, hopefully you just made a friend.
So your mission is to find and solve problems.
The more problems you solve, the more money you make.
Now, go out and solve problems!
I appreciate your comments and feel free to like and share this post.
God bless
Ron
Ron McLean, the Dream Roper, helping YOU Lasso Your Dreams
text/cell: 864-404-6696
Schedule a call – ronmclean.biz