How do you establish if a prospect or customer is interested in your product or service?
It is quite simple really…….LISTEN!
Never interrupt the customer while they are talking, if the customer interrupts you let them finish. If you do all the talking and the customer says nothing you are talking yourself out of a sale.
Encourage your customer to talk by asking appropriate questions, this will uncover their problems and needs.
Avoid these extremes at all costs:
Salesperson does all the talking
Customer does all the talking
Salesperson says nothing
Customer says nothing
Show genuine interest and concern, the correct questions are the ingredients required to secure a major sale.