As anyone on my sales training courses will know – QUESTIONS – meaningful, relevant, open, intelligent, astute – are the foundation of knowing your customer and being able to help them.

  1. You’ve identified they appear to fit your ideal client profile.
  2. Your intention is to find out the problem this person is trying to solve (and other problems they don’t even know they have) and what they think they need
  3. You are 100% present – you’re ready to listen carefully to the language they are using, their communication style and any other cues they share with you.
  4. You understand THEY will be doing most of the talking
  5. You take detailed notes.

Some good questions or enquiries to get them talking are:

  • Walk me through what is going on in your business at the moment
  • How is that effecting what you are trying to achieve?
  • What has prompted you to explore solutions now?
  • What’s the ideal outcome you are looking for?

The word WHY should come up gently, and regularly, throughout the conversation.

It’s a process of “seeking to understand” rather than jumping to an immediate solution.

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What to do

Help your team by being positive about remote selling, see it as the future and not as the poor cousin

Learn more

  1. Sales Leadership program: for leaders covering 22 units (series of 4 at a time) guiding you through everything you need to know to run a proactive, driven, highly successful team> learn a great deal about personality types! >> chat to us
  2. Watch the Sales Leadership webinar recording:

Piece written by Charmaine Keegan,  author of over 20 eBooks, is a sought-after guest speaker, panellist, and keynote. She is a Certified Trainer Extended Disc System, of Situational Leadership, of NLP (how we operate), Hypnotherapy (unconscious communication) and Timeline Therapy (recognising your beliefs about sales and money – and recognising that of your customer). She has studied the psychology of human behaviour and is considered an absolute authority and true expert on sales techniques. She has ‘walked the walk‘ so her content, programs and key notes are highly practical and focused on results.

Smarter Selling is sales and mindset coaching for high performing leaders and teams