Michael McMeekin January 2012
Michael McMeekin

Member Article

Sales Tip - Are you really going to buy?

When we are meeting a new prospect for the first time we are hoping that they will end up being a new customer. But as sales professionals we know we have a lot of work to do before they become a client. We have to build trust, we have to find out what they need, we have to see if our offerings can help them, we have to find out timescales, we have to find out if they have the budget, we have to find out they are the decision maker and what the process is.

There is just so much to find out. We must use our professional questioning and listening skills to give ourselves a great chance of finding out everything so that we can present a solution that the prospect likes and buys off us. However what we sometimes don’t get an answer for early in the sales process is if they are serious about going ahead with a purchase, if they are committed to buying to solve any need they have.

The best prospects are those that know they have a need and most importantly are prepared to do something about it by buying something that helps them.

So it is important early on to find out if they are serious and genuine about buying something. The good news it is easy to find out by asking one simple question that will confirm to you that they are committed to buying and at the same time get you answers to why they need to buy.

The question you must ask to find out if they are serious about buying, need to buy and are not wasting your time is this

Visit http://www.arrowsales.co.uk/blog/ to see the question

This was posted in Bdaily's Members' News section by Michael McMeekin .

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