Practicing Interrogative Techniques

If a salesperson wishes to exceed, they should not have the number one focus be on how much money they can make but can I better the quality of lives for my prospects. The book urges us to ask the questions “can I move these people?” and “what can I do to help this prospect?” This was a very important and stressed ideology I followed when working for Cutco. While I was grateful for the knowledge, income, and connections that Cutco brought me, I did not like how one of my head managers pushed us to really stress the importance of closing large sales. His thought process was that if we were successful salespeople, we could sell our $2,000+ set to anyone. He would explain that the large sets include every tool that someone who cooks needs so we should try and aim for selling those as best we could. I believed that the majority of people did not need to be spending so much on knives they will never use and I would voice this to the customer during the presentation. I would inform them that I saw my job was not to convince them to buy and until they went bankrupt, but to help them find the product or products that they needed to make their lives easier. I would help the prospect find their “perfect knife”, as I would call it, by asking questions about the prospect’s cooking habits and areas of concern where their current knives were no longer performing at the level they used to. With this thought process in mind, I always made a sale and never once had a customer return the product/s they purchase.