As I was thinking about my sales conversation, I wanted to focus on asking a lot of meaningful questions to get to the pain of my customer. In this case, I was the seller offering wedding design services like invitations, signage, favors, and keepsake items. The customer I was selling to was a 22-year-old bride who wanted the highest quality products and service at the best possible price.
My sales strategy was to start by asking the prospective customer about her and her fiancé. I wanted to get to know her a bit before jumping right into business because it helped me learn about her life and relationship. I then asked her about her ‘dream’ wedding day. In other words, what would the perfect wedding day look like for her that would make it the best day of her life. I got great information from that question that helped me know more about what she was looking for.
I made it known at the beginning of the conversation that this was just a consultation meeting to get to know one another and see if we would be a good fit. If we were, we would schedule another meeting where we would get into more of the specifics about our packages and offerings. I still needed to learn more about what she wanted for her wedding, so I continued asking questions. I asked her about her style (rustic, elegant, modern, etc.), her color scheme for the groom, bridesmaids, and flowers, and what kind of designs she was hoping to have.
Asking lots of questions allowed me to learn more about my prospective customer without making any assumptions. Rather than assuming, I specifically targeted questions that I felt were important for me to learn the answer to. I tried to turn the questions she asked me back on her to keep control of the conversation. I did this specifically when she asked about pricing by responding that we have multiple tiers but asking about all of the different products she wanted to figure out which tier she would fall into. Something that I could have done first would have been to bracket my packages into different prices and ask her which one she thought would fit her budget best.
I think my sales conversation went well because I was able to keep control of the conversation while discovering the pain of my potential customer. I learned about what she was looking for and decided if I was a good fit for her needs.
koniecznyjr22 
johncourak23 
taylorjt23
During this sales conversation I remember thinking that you were asking some really good questions. You used these questions to be able to work down the pain funnel to be able to better understand what the pain of the prospect was. Once you found the pain you figured out how to meet their needs.
Thanks for sharing, i think you did a good job with asking questions, and it was done very well, a lot like a wedding venue owner would be talking with a prospective client about there wedding. As if you have been in the business for years. Very well done.