A Simple Technique to Uncover Your Prospects Buying Motivations...

Whenever you are in a selling situation, we oftentimes know very little about the prospect, and their buying motivations.

So, when a prospect asks a simple question, like "How much does this car (or whatever) cost?" , we are conditioned to respond with the price, and we blurt out a number.

The problem with this reflex is we end up with ZERO information about the prospect.

So, here's a simple technique you can use to gather more information:

When they ask a question, such as "How much does this car (or whatever) cost?", we can respond, with sincere, genuine curiosity, with:

"That's a good question, why do you ask?"

When they answer, they will begin to reveal information about their underlying buying motives. Maybe they are shopping for a graduation gift for their son or daughter. Maybe they are trying to save money on gas with a more fuel efficient vehicle. Maybe they are looking to upgrade... or downgrade. Maybe they will reveal information that you never even thought of.

The point is, when you blurt out an answer, you learn NOTHING. When you ask "That's a good question, why do you ask?", you begin to DIAGNOSE their situation, you are gathering information that can be truly useful to help match the prospect with the BEST solution for THEIR unique needs.

In medicine, it is MALPRACTICE to give a prescription without a proper diagnosis first.

The same is true in professional selling.

This simple technique is counter-intuitive.

Why?

When we were in school, when the teacher asked us "What is 3 + 2 Equal", we were CONDITIONED to quickly blurt out the answer.

If we would have answered "That's a good question, why do you ask?", we would have been considered a smart-ass student, and ended up in the principles office.

But in the real world of sales, we need to uncover what those numbers represent, to make a proper diagnosis of the clients needs.

The more information we have about the prospect, the more we can help them solve their problems effectively.

This is a tiny nugget of information on selling more effectively.

On Saturday, June 7, I will be sharing everything I can about selling, from 9 AM to 3 PM in Long Beach.

If you are interested in attending, call me at 562-961-3976.

You are only 1 sales transaction away from improving your cash-flow. When you attend this event, you will learn money-making secrets you can apply IMMEDIATELY, and you will be able to profit from for the rest of your life.

Call me at 562-961-3976 to register.

Joe Nicassio
http://RapidResultsMarketing.com