In class, a topic that has been brought up may different times from Prof. Sweet and many of the guest speakers is what type of questions to ask in a sales conversation. The focus has been on asking open-ended questions to the buyer rather than simple yes/no questions. People get so much more out of a conversation when there is something to remember the conversation by instead of a simple yes/no answer.
My dad has been in the Risk Insurance Business his entire career so he is constantly talking to customers trying to sell insurance to that company. My mom has become a real estate agent in the past few years and, as well as my dad, is always talking to buyers looking to purchase a house. From hearing my parents experiences, the most successful sales come from conversation and developing trust with that person. My dad sells to companies that after the sale they stay in contact and give their customers rewards for different accomplishments in the company. My mom on the other hand could sell a house and never see those people again. Does this mean my mom should not take the time to get to know that person and help them find a house? NO!! Just because there may not be a connection with that buyer after the sale does not change how a buyer should be treated and what questions are asked in conversations.
Basically, the big take away from my parents example in sales shows that no matter what kind of sale is being undertaken, a buyer wants conversation. Through open – ended question conversation brings trust from a buyer. Not one buyer is going to be the same as another buyer in any sales situation. Take the time to get to know and connect with a potential buyer of whatever it is that is being sold.
BoweryJE22
I really like your perspective about relational selling. It is pretty cool that you have parents you can learn from and understand why creating good relationships with buyers is key to making a sale.
Absolutely true!
We always enjoy transactions more when people are conversational; however, being too chatty could be a problem as well.
I love the very end where you pull everything together with saying that every customer is the different and you have to treat them as such. Understanding what a buyer wants is critical and the best way to do that is to get to know them as a person and what their specific need is.
So great work here and including examples of your parents. Hope you have great weekend!
-Collier
This was really interesting to read! There is a huge difference between asking open-ended questions and close-ended questions. Open-ended help the conversation continue and help the salesperson get to know the customer more and make it feel more personal. Every customer is different so it’s important to get to know them better because that will help the conversation be memorable. It shows that you’re not only talking to get a sale, but to build a relationship and get to know them better.