Selling is no longer about you, your product, your services or your solutions; therefore, stop selling and start attracting, engaging and empowering buyers to buy.

Without buyers there are no sales.

Bottom line: no sales, no revenue.

Sales cycles now revolve around the new economy of buyers.

In previous articles we discussed the numerous competencies that sales professionals possess. The most important traits are human interaction, communication, and relationship building.

We discussed the need to establish rapport and build trust. We learned the four universal needs of all buyers.

How can we communicate more effectively with buyers?

Questioning and listening are the two most important communication skills in all areas of life – at home, at social events, at work, in management, as part of a team, and within sales.

These communication skills contribute directly to building long lasting relationships and establishing trust. You will have the confidence to attract, engage and empower buyers.

Ask questions: Use open-ended questions which will encourage people to open up and talk without borders.

1. Use direct questions when in search of a specific answer or need to move the conversation in a specific direction.
2. Use fact-finding questions to gather the information you need.
3. Use close-ended questions to steer the conversation and reach a conclusion.

Listen to: The answers to your questions.

1. Listen 70% of the time. Ask questions the other 30% of the time.
2. Focus on what the customer is saying. Don’t be thinking about your next question.
3. Avoid formulating your next question while the customer is talking, particularly if it easily distracts you from listening.
4. Always question the answers in order to gain more detail. By questioning the answer three or four more times in succession, you will eventually get to the root of the problem.

Learn How to Execute the Disciplines of Attracting, Engaging and Empowering the “Buyer Focused” Velocity Selling System, to Up Your Bottom Line

For you complimentary White Paper “The New Economy of Buyers, Why Traditional and Consultative Selling Methods No Longer Work” visit www.BobU.com.

Tags: how to sell, increase sales, goal setting worksheet, marketing and sales strategies