Monday, May 3, 2010

One Question Helps You Convert Prospects into Customers

When you're in the dating phase of a prospect relationship, does getting the chance to quote mean you have a real shot at getting their business? Find out by asking, "Is there any reason why you wouldn't feel comfortable giving us this order?"

Listen to what the buyer says and how they say it. Do they sound genuinely interested in doing business? Do they give you a direct answer? Genuine interest and specific information indicates the potential customer sees no barriers to a developing a deeper relationship.

Evasive answers, hesitancy and a doubtful tone communicates the customer has concerns. Ask more questions. Draw the client out. Address issues and then ask "Does that put your concerns to rest?"

If they answer "Yes," you just increased the odds of making a sale.

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