Are you guilty of this critical mistake when it comes to closing sales? Are you talking too much, trying to be ‘interesting’, instead of being ‘interested?’
People think closing sales is all about fancy presentations, impressing people, and utilizing ‘closing techniques’, it’s not! Most of the agents I talk to are trying to impress their prospects with what they know, what they’ve accomplished, the great companies they represent and the competitive products they offer. However, as the TOP Sales Professionals know, closing sales (especially higher value ones) is all about you being interested, and not about being interesting.
Being Interested Closes More Sales
During your sales calls, are you asking probing questions? Are you interested in and really listening to what your prospect is saying? Or, are you thinking about what you’ll say next while the prospect is talking to you?
If you ask enough probing questions and really listen to what your prospect says, you’ll discover what it is they really want and they will tell you exactly what you must do to close them. Most agents tend to do all the talking and never listen long enough or carefully enough to find out what the prospect truly wants. Consequently they miss the real sale.
Being Interested Creates Trust
Prospects need to feel that you understand what they ‘Want’. (Notice I didn’t say, “need!” People don’t but what the need! They buy what they want!) Only by asking questions and listening, will the prospect feel that you understand their situation, trust you and have the confidence to follow your recommendations.
The best salespeople know they have to diagnose a situation before they can prescribe a solution, just like physicians do. How confident would you be with your doctor if you walked into his office with serious concerns, and he asked you only one or two questions before immediately writing a prescription or sticking you with a needle? You’d have zero confidence in his abilities.
How good are you at diagnosing the prospects situation, before you prescribe solutions? Do you take the time to ask questions to build credibility in your expertise and your recommendations?
The answer to the above question goes a long way in determining your sales success — or lack of success. It’s what separates the Top Producers from the average producer.
“People don’t buy when they understand;
they buy when they feel understood.”
By the way, being interested and asking questions is the best way to… ‘get people to come to you’ for help with their finances, insurance, investment, retirement, etc. Try this the next time you are talking with a client/prospect and see how easy closing sales becomes.
By Lew Nason
For more about closing sales, and how to properly communicate with all of your clients and prospects. Visit here.