You are interested in purchasing your first road bike.
You aren't quite sure what you need, you just know you have a budget in your head and you know you want bicycle that will be comfortable to ride for upwards of 50 miles.
As you walk into the store you are presented with a sea of bicycles.
You walk up row after row casually checking the bikes (not really knowing what you are looking at) and checking prices.
As you look through all of the options you really aren't sure what is a good deal, what isn't and what would actually work.
A salesman sees you wandering and starts to approach.
How do you feel? Do you feel nervous? Is there some apprehension? Are you afraid of looking dumb by not knowing the answers? Many of us would have some level of anxiety going into a situation where we knew very little.
One of the few aspects that would give us some confidence as a customer is the facts that we are motivated and we could always go somewhere else! When you are the salesman you certainly don't want them to go elsewhere.
The first few questions are what will set the pace for the goal of the transaction.
There are questions that will nearly eliminate your chance for a sale as well.
How would you feel if the bicycle salesman asked you any of the following?
- What are you looking to buy today?
- What kind of bike did you want?
- Have you just started looking for a bike?
As you read them, knowing that you don't know anything about bikes, which one gives you more confidence to continue the conversation? As you are making your calls envision this scenario of walking into a store and your approach to your phone calls will change.
There are prospects who are motivated to buy and need a bit of confidence from you.
There are also prospects that are nervous and not sure what they need but WILL buy when you ask the right questions.
Discover the approach to your calls and sales that will allow you to give your prospects confidence and have you making sales in minutes.