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How to Increase Your Sales

September 19th, 2006 · 20 Comments

———- TELLING IS NOT SELLING! ———-

Would you like to earn more money next year? How about next month? Today I offer a method to increase your sales, and it’s not hard. It is represented with an easy-to-remember acronym: QUESTIONS. Questions that will give you the edge over your competition because they are too busy telling and not selling.

Here is the acronym with quick reminder words:

  • Q = qualify
  • U = understand
  • E = engage
  • S = state
  • T = timing
  • I = image
  • O = objections
  • N = notify
  • S = send

When you understand the importance of QUESTIONS, your prospects get what they want and need, and you are on your way to a better income.

Q = qualify
Qualify your prospect by asking questions. Questions that determine a need, a decision maker, and what criteria will be used to judge.
U = understand
You need to understand their problems, what ideas they’ve tried, how each fell short and, where the person you’re talking to fits into the equation. Is this person the end user, an influencer, or the ultimate decision maker?
E = engage
Engaging the prospect is a vital aspect of the process. If your prospect is not focused on the questions, you will not get good information. GIGO (garbage in, garbage out) is one of the sayings that applies here. Remember, “They don’t care how much you know, until they know how much you care.” That’s engagement!
S = state
Misunderstandings will tear your sale apart. As you understand and engage the prospect, it is important to ask questions as statements to gain affirmation. “If I understand you right, your thingamabob is causing you a loss of three hours labor every time it breaks?” With agreement, ask the next affirming question.
T = timing
This timing always refers to their timing, not yours. Timing like, when are they planning the purchase, what type of delivery is expected, when is the budget available, etc..
I = image
Image refers to word pictures that clarify the problem. Lost labor and additional repair expenses are intangibles, but with images, they come alive.
O = objections
Always answer objections initially with questions to determine why are they resisting, hiding, or fearful to give you the information? You must know the answers to proceed.
N = notify
Never skip this step in the process. You must notify the customers of your next actions, what your return time frame is, when they can expect your proposal, etc.. This step can nudge you ahead of the competition, because the customer knows exactly what to expect from you. JUST MAKE SURE YOU DO IT!
S = send
Always, always, always send a thank you note after a prospect has spent valuable time with you. Again, remember, “They don’t care how much you know, until they know how much you care.” Here’s what it says about you.
  • You will give a little more
  • You will not skip the details
  • You are good at follow-up
  • You show that you care

Do you want to move from just a salesman, to a PROFESSIONAL SALESMAN? Start using QUESTIONS today and the journey begins.

GOOD SELLING!

This is a HOW TO writing exercise for ProBlogger

Tags: Information · Sales News

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