Questions are the Answers

   
 Yes,I completely agree with the title of my blog-post-"Questions are the answers."Folks,it is very true that questions are the answers.If you don't have questions,there won't be answers.For example,you want to score very well in your exam,say you wanna secure 90%.What is the answer or solution to it??It's by asking yourself some questions-how can I secure 90%? Where do i need to concentrate more? What is the best possible way? How can I manage other things along with studies? And so on.Answers to these questions is the answer/solution for you securing 90% in your exams.Just understand in the above example,you could get answers only by asking questions.Hence,remember that questions are the answers.

             This is true in case of Sales as well.It's always important for a salesperson to ask questions to his prospects,because questions are the answers.Questions are important because,they :

1. Put you in charge or in control of presentation.

2. Uncover the need.

3. Identify the decision-maker.

4. Bring out objections.

5. Find out the buying motive.

6. Can bring more agreements.

7. Can convert a monologue into a dialogue.

8. Can engage and involve the prospect in the presentation.

QUESTIONS TO UNDERSTAND MORE ABOUT THE PROSPECT'S NEEDS AND WANTS : 

1. What would you prefer?(Gets information).

2. What are your thoughts about the new car?(Identifies opinion).

3. What do you think about it?(Gives opinion).

4. How comfortable are you with/do you feel about this?(Gives feeling).

5. Is this what you mean?(Gives clarification or confirmation).

6. Is it important?How crucial is this?(Gets information).

        Questions pertaining to thinking and feeling are equally important,as answers to them reveal to you the prospect's level of interest.

       In conclusion,questioning is a tool and if properly used can be a great asset.If not,it can give a lot of headache.Hence,some important rules for questioning are :

1. Tone-Keep it pleasant,polite and courteous.Too soft night show timidity.Too loud might show aggressiveness or rudeness.A positive thing said in a negative manner has a negative meaning.Positive thing should be said in a positive manner.

2. Body language should be positive.

3. Make it a two-way conversation rather than a Q&A session.

4. As a matter of policy,the salesperson should take permission before asking questions by using these words,'In order to provide you right solutions do you mind if I ask you a few questions?'

           These rules followed while questioning will definitely give positive outcomes.And you will definitely understand how questions used properly can prove to be a asset.

          Hopefully,I justified the title by the end of the blog post.

Thank you for reading.

Vishwesh wali from India

Call Reluctance and Telephone Calling

          Always remember one important thing in Sales : "No calls = No sales."It means that making calls is a very important part of Sales.It is obvious that there will be rejections when you call to give presentations.This is called "Call reluctance."When you experience call reluctance,you need to move on with the next person in your list.Rejections must never STOP you or reduce the pace with which you had started.Otherwise,this will  lead to INACTION.

           Approximately :

-50% of salespeople quit after first rejection.

-60% quit after the second rejection.

-70% quit after the third rejection.

-80% quit after the fourth rejection.

         Only 20% of salespeople go beyond the fourth call and 80% of sales are made around the fifth closing attempt.No wonder 20% of people are making 80% of sales.

      "Intention without action = Zero result.

        Action without direction = Zero result."

Telephone Calling: This is the major part of Sales.You may not always get the chance to speak directly to the decision-maker.At such times,you must bypass the gatekeeper/Secretary.Here are some general tips to be followed while speaking to the secretary,which will help you reach the decision-maker.

WHEN SPEAKING TO THE SECRETARY:

1. Introduce yourself clearly,by name and company.

2. Don't avoid his questions or mumble and fumble.You have to impress him as well.

3. Be pleasant and courteous,but don't try to be pompous.

4. It is preferable not to ask,'How are you doing?' because it sounds phoney.Don't make it a social call.Be precise and to the point.

5. Don't say it is a personal call,because that would be a lie;you lose your credibility and it irritates the prospect.

6. Don't ask for the person by his first name.

7. Don't read your telephone sales script,because people can tell it is canned.

8. Make your point and be silent for few seconds.Silence puts the pressure on the secretary to put you through.

        Upon fixing the appointment,immediately Reconfirm it in writing.Send an email or fax.Don't call and Reconfirm with the client especially if it is the first appointment.

IDEAS IMPORTANT FOR EFFECTIVE TELEPHONE SKILLS : 

1. Prepare your data one day in advance for your phone calls.

2. Fix the number of calls per hour.

3. Ensure you achieve your hourly target.

4. Prepare your script in advance.

5. Practice your telephone script till it is internalized.

6. Your voice should be pleasant without being over-friendly.

7. Your positive attitude reflects in your tone.Your conviction and belief in your products is reflected in your voice.

8. Be confident but polite.

9. Speak at a pace which is neither too fast nor too slow.Too fast shows nervousness,too slow is irritating.

10. Make sure you only make a presentation to the decision-maker.

11. Practice courtesy and politeness with whoever answers the phone regardless of whether they are the decision-makers or not.

12. Make sure you pronounce the people's names correctly.If you are not sure,ask,'Am I pronouncing your name correctly?' People appreciate your asking rather than hearing their names pronounced wrongly.

13. Keep your telephone call brief and to the point.

      These are the most important things to be followed while making telephone calls.

Hopefully,this blog post was meaningful and knowledgeable.I wish,if that can happen,you take back atleast one important learning from this blog post.

Thank you for reading.

VISHWESH WALI FROM INDIA.