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Wednesday, 25 August 2010

Getting the Client to Sell to Themself

The most powerful way to sell is to get the client to sell to you. This can be achieved through clever questioning techniques. Here are just two examples:

"Help me understand why you are looking for a product like ours?"
"From what you've seen/heard so far, what do you feel are the advantages of our product over the others you have seen?"

Questioning techniques like these get the client to begin selling it back to us (the seller), but not only that, they are unconsciously selling it to themselves. This is one of the most powerful ways of closing a sale!!

On your next sales call or face to face visit, try out questions that make them sell themself.

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