Today’s selling skills tip is short and sweet but no less powerful as a result. I’m going to share with you one of the most powerful questions I have come across. Are you interested in knowing what it is?

Well it is simply “What has to happen…?” Please note it is not “What do I have to do to..?” That’s a whole different question and assumes that the action required to progress the sale is solely down to the salesperson. This question is much more open and allows for the possibility that the next steps may be down to the buyer!

Here are a couple of examples to get you started.
Imagine that you have been seeing a client a number of times. You have a great relationship with them and you have answered all their concerns but they still haven’t placed an order. Sound familiar?

Well next time you call on them try out this little scenario. Start by summarising what has happened so far in your relationship and then ask them “What has to happen for you to place an order?” Then shut up and wait!

Another way in which this powerful little question can be used in in handling an objection. Imagine that your client has said something like – “Well it all sounds great but your product is more expensive than the competition.” Now try asking them ” So what has to happen for you to be convinced that it offers better value for money?”

I’m sure you can come up with a lot more examples for yourself. But whatever you do, don’t take my word for it. Try out this little beauty and let me know how you get on.

Yes is now officially 2007 and all the excuses are over! It’s time to put those resolutions into practice. I assume that you are reading this blog at least partially because you want to change something in your life. Either you want to be a more confident presenter and public speaker or you want to sharpen up your selling and influencing skills – or perhaps both!

Well the good news is that you can! The bad news is that you will have to change!
There is an old saying that goes “If you always do what you’ve always done, you’ll always get what you’ve always got!” Or to put it more positively, “If you want different results in your life you have to start doing something different!”

The $64000 question i hear you ask is What? Well that’s where this blog comes in. I will regulalry post practical proven tips that, if you put them into practice, will transform your life.

So here is the first sales tip for 2007:
Develop and Attitude of Boundless Curiousity!
Jep! That’s it. Think about it.

Imagine that every time you were speaking to a potential customer you got really curious and just had to know exactly what they wanted, why they wanted it, how they knew they wanted it? What would happen if they didn’t find a solution to their problem? What would happen when they did find a solution? How much that solution was worth to them? etc.etc.

If you knew all of that information BEFORE you started to talk about your product or service just imagine how much better placed you would be.

Keep watching for more tips and tricks throughout 2007!