Preserving authenticity is fundamental for generating a sale. Ask these simple discovery questions in your next client meeting.
Today’s post is by Jeff Kirchick, Vice President of Enterprise Sales at Next Caller, and author of Authentic Selling: How to Use the Principles of Sales in Everyday Life (CLICK HERE to get your copy).
In traditional sales programs, you are typically taught to ask certain questions. The problem with being taught to ask certain questions is that you are fundamentally changing your behavior when you ask them. Generally speaking, you are probably changing your behavior out of self-interest – to generate a sale – rather than asking in the interest of the customer. And the thing about sales is that you should always be focusing on the needs of the customer. Why? Because sales is not about you. Sales is about them. So what questions would you normally ask someone when you are trying to figure out what is best for them?
In my new book, Authentic Selling: How to Use the Principles of Sales in Everyday Life, I discuss the importance of authenticity relative to the usual tips and tricks you might learn in a formal sales training program. The rationale for this is two-fold: first, people just register authenticity easily. and authenticity is the key to building trust, which is fundamental for generating any sale; second – and perhaps more importantly – Read more