People buy from people they like and trust. Sales come from relationships and increased sales results come from following an internationally proven sales results system.

The sales system that I am referring to is the “Buyer Focused” Velocity Selling System where it all starts with building relationships.

In order to build a lasting relationship, one must first establish rapport. You need to know the components of the NLP rapport pie and how to build rapport in the first 30 seconds of meeting. You must know how to identify an individual’s predominant sense and how to use that sense to your benefit during the presentation phase.

Once rapport has been established, questions can then be asked. However, you need to know why questions are so important; the type of questions that should be asked; and how to deal with questions from the prospect or client without giving free consulting. There are a series of questioning techniques that are available to salespeople. Far too many to get into all of them now, but let me share a few with you.

Firstly, what problems or pleasures do you provide a solution to? List them. Now, develop a series of questions to uncover the problems. Use open-ended questions to get the prospect talking. As they speak, listen for clues. Question their answers. Seek clarification. Ask them direct and leading questions to get to where you want them. Then, begin gathering facts and use closed-ended questions.

It is like taking them through a self-discovery funnel. What do you think happens as they pop out of the spout of the funnel? Who was in control of the process?

When asking questions, one must listen intently. Do you know what you should be listening for?

There are several active listening techniques which you should apply, but the main question is: “Do you really want to service the prospect or are you there for your own reasons?”

In today’s market, it is no longer about you or your products or services. It is all about the customer, their needs and desires, and their budget.

My favorite quote relating to sales is by Cavett Robert’s: “Nobody cares how much you know, until they know how much you care”.

Only good questioning and listening techniques will help you help the prospect buy. Stay tuned for more information on this subject shortly.

In the meantime, how well do you know your own listening skills? Can you identify the characteristics of good and poor listeners? If so, great! Are you practicing them?