Selling ain’t telling, asking is. This is rule #14 from Mattson. This is a key concept in trying to figure out what problem your prospect is having. After all, if you can’t find the pain then you get no sale.
What happens when you have a prospect who just doesn’t talk much? Asking a prospect to tell you more about a certain problem or need is always a handy tool. But what if even that doesn’t help you much? Have you even been in a sales situation where the other person just seems content on being well…quiet?
Below are a few helpful tips on how to get your prospect talking so you can do your important job of listening.
- Ask them why they buy certain brands, products, etc.
- This is a great way to get to know your customers buying habits. It also helps you see what is important to them like quality or convenience
- Teach them
- This may be risky in the age of information in which we now live. But is it possible for you to show or teach a client something new? Teach them how to use a new software tool or pop the hood of a car to show off a new fancy engine. Something that gets your customers engaged and even educates them in a non-threatening way can help get the conversation going.
- Surprise them
- Maybe you offer your prospects and customers a unique food or service while they speak with you! My Subaru dealership back home has a dog park specifically because the owner knows that 99% of Subaru owners have a dog. Thus, his customers can bring their car in for service or shop for a new car all while their dog has a great time in the dog park!
Talking with potential customers can be difficult and awkward. Sometimes it is necessary to just get some sort of conversation going to get your customer comfortable and relaxed. This is sure to help them open up and share their pain so you can help them find a solution.
These tips came from Duct Tape Marketing. Check ‘em out here: https://www.ducttapemarketing.com/5-ways-to-get-your-customers-talking/
BoweryJE22
This is a tough situation, when your customer is not comfortable doing much of the talking. I think this requires being extra attentive to the customers needs and pains. When the customer is talking so little, even their body language can indicate certain areas of pain.
Yes, this is definitely tough. I think these customers are often the most challenging. Takes a lot of practice and skill to learn how to help them.
I agree. Networking is key to sales. One has to has to maintain a high standards of integrity in order to build trust and relationships. Making sure you your product is actually something they value. Ask them if they use certain products and tell them you sell that product or service too. Then shut up and see if they want to know more about it. if they do then go ahead answer with a question or short answers.
I really like the teach them aspect as well as the surprise them. These are definitely helpful for asking and not telling!!