What sales model do you use?

Is it the funnel, or the numbers game? Were you taught how to ‘do’ sales or have you been told you have the ‘gift of the gab’?
In reality all sales is about problem solving. Finding out what problem a person has and then solving that problem.  The best way to do this is revert to your inner child and keep asking ‘why’.

When you were 4 you would constantly badger your parents about why you couldn’t do something and you continually came up with ideas why you could. Eventually, although not always they would succumb to your questions when they could no longer disagree with your 4 year old logic. Being a child makes life so much simpler.

As an adult we don’t need to badger our prospective clients but we still need to ask why. We need to understand the problem, the real problem not just the one they initially present. And the only way we can do that is to ask questions and more importantly listen.
That is all there is to sales – ask the right questions and listen to the answers to solve the problems.

It only gets complicated when you use the model that doesn’t suit you, doesn’t fit right, isn’t you. You need to understand why it is important to build rapport with a client and create a relationship that will encourage trust between you and then you can focus on understanding   what they want.

It is rarely what they need in this 21st century, it is all about the want.

Paul Wearmouth is talking about building rapport and creating the right relationship at The Business Forum on 28th July at Chingford. Contact me for more details.

Tags: Business, rapport, relationships, sales, sales model, successful business
Filed under: Business, Success