how to get rich and how to make money from sales_40

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_{Quite frankly, I suggest you quit worrying about labeling your probes opened or closed and simply ask your customer a series of smart questions and enjoy a professional, social type of conversation. Continue your conversational probes until all the customer's needs and expectations have been explored and all the parameters to a possible solution have been covered. In other words, keep asking questions until a solution presents itself, until a 100-watt light bulb goes off in your head with a solution that excites both you and your customer. I would suggest that in a typical sales call you should be asking upwards of 50-60 questions. A lot of these questions are what I refer to as clarification questions. For example, if the customer responds to your "What is important to you?" question with "Service is important" then you must clarify it by asking "What does good service look like to you?" Likewise, if they respond with "Quality is important" or "Delivery is important" you must clarify by asking exactly what they mean by quality or delivery. The danger is sales representatives are far too zealous to respond rather than taking the time to fully understand the customers' issues. Hence, by using a combination of conversational, reflective, and clarification probes, it doesn't take long to ask 50-60 questions.}

_{Should our communication strategy change when talking to a customer versus a friend or spouse? It shouldn't. Keep it simple and relaxed. I've yet to hear a salesperson say, "I look forward to getting home and asking my spouse a bunch of open and closed probes!" Imagine your spouse responding with, "Honey, I'd appreciate it if you didn't ask me so many closed probes, please ask me more open probes." Sounds a little ridiculous, I agree. My point is this: Why be guided by a mechanical, clinical approach to probing during the day, then take a relaxed, more natural social approach with friends and family. Adapt one simple, consistent approach that accommodates both business and social interactions. You will feel a lot more confident and relaxed in both kinds of interactions.}

_{How often has your sales manager questioned you about open or closed probes? I've yet to hear a sales manager ask, "Sounds like you had a great call. Congratulations. Tell me, how many open and closed probes did you ask?" Who cares! As if we don't have enough to think about during a sales call. The point is you closed the sale with a win-win solution.}

_{I appreciate that my probing approach may be unconventional, but it's proving to be a simple, less stressful approach and is certainly appreciated by my customers. It's a refreshing change for both parties.}