When it comes to effective sales, making a human connection is key. And the best way to make effective personal connections is by asking questions that encourage people to tell you about themselves. Here are some tips from sales expert Danny Manich on how to get customers and potential clients to start talking so you can sit back, listen, and learn.
“The best salespeople are the best listeners,” Danny says. “If you can get your client talking about themselves, their business, and their needs, you’re well on your way to making a sale.”
To get clients talking, Danny recommends asking open-ended questions that can’t be answered with a simple yes or no. “Tell me about your business” is a great icebreaker, but Danny also likes to get specific and ask questions like “What are your biggest challenges right now?” or “Who is your ideal customer?”
Asking questions not only shows that you’re interested in learning more about your client’s business, but it also allows you to better understand their needs. And when you understand their needs, you can better position your product or service as the solution
Here are 5 tips to get people talking about their needs.
– Get specific with your questions. Danny recommends asking questions like “What are your biggest challenges right now?” or “Who is your ideal customer?”
– Ask follow-up questions. If your client starts to give you a lot of information, make sure to ask follow-up questions to get even more details.
– Listen more than you talk. Danny says that the best salespeople are the best listeners. So make sure you’re listening more than you’re talking.
– Take notes. This will not only show your client that you’re interested in what they’re saying, but it will also help you remember key details later on.
– Ask for clarification. If you’re not sure what your client means, make sure to ask for clarification. This will show that you’re interested and engaged in the conversation.
More Sales Tips from Danny Manich
Danny Manich also recommends asking follow-up questions to get even more details and taking notes during the conversation. Asking questions not only shows that you’re interested in learning more about your client’s business, but it also allows you to better understand their needs. And when you understand their needs, you can better position your product or service as the solution. It’s critical to have a deep understanding of how to position your product or service when talking
By following Danny’s tips, you’ll be on your way to making stronger personal connections with your clients and understanding their needs better.
