Most Powerful Element of Sales: Asking Questions

The following video is a short yet extremely powerful reminder for some people and for others a revelation. The most powerful element in sales is to ask questions. The simple act of asking questions begins a dialoge that engages your target audience. It is this engagement that allows you to deliver your value or the value of your product or service.

Do You Have a List of 25 Questions?

According to sales guru Jeffrey Gitomer one of the most powerful methods of asking questions is to make a list of 25 questions:

  • Questions you are “certain that your prospect (audience) has not heard before
  • Questions you are “certain your competition is not asking”
  • The more thought provoking the questions the more your prospective buyer will respect you
  • The more your prospective buyer respects you, the more likely they will be truthful with you
  • Questions can lead to the factors that determine the sale
  • Questions can lead to your prospect describing how the decision is made
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8 Networking Tips To Engaging Business Relationships

The new and most misunderstood skill set that employers are demanding today is the ability for their employees, new hires, and prospective hires to network effectively. Employers are looking for people who can engage, connect, and create business relationships. People are engaging online in social media networking sites as well as through offline real world channels.

Let’s examine the most difficult piece to networking–engagement.

We have discussed what Networking is Not: the Hard Sell. We have talked about what Networking Is: Giving Value. Now it’s time to talk about how to approach people when you arrive at your networking meeting or event: How to Engage.

What Does Networking Mean?

1. Networking means that you are willing to listen and create an open discussion.

2. It means you are acting authentically and genuine in your interest for another person and their business.

3. It means you want to create a connection and engage

Tips To Engage

Note: I will assume that you will dress according to the event you are attending, support good habits of hygene, and present yourself with your best foot forward

1. “Let’s Make New Friends” begin your event with a positive attitude that you will meet and engage

2. Name Introduction then Re-Focus means introduce yourself but do NOT launch into your elevator pitch. Instead politely re-focus the attention-recognition on the potential connection with a Question:

“My name is Dean Guadagni and you are? . . . tell me about yourself (name) and your business”

3. Shut Up and Listen

4. Concentrate and Focus so you may comprehend their message

Very Important: The biggest pitfall I face in networking is constantly analyzing a conversation, searching for connections with other people, our synergy, or strategies we may have in common. When I do this stream of conscious analyzation, I miss much of the message from my potential networking partner!

5. Note Interesting Points for follow up questions

6. Be Attentive make and hold eye contact, nod and give body language which signals to the speaker that you are listening and engaged.

Note: NEVER make the “Bar” mistake. What’s that you say-the bar mistake? You men know this one–the act of looking beyond the speaker over their shoulder scanning the room. NEVER EVER do that even if you are waiting for somebody to arrive. This is the kiss of death to any connection and it is interpreted as very disrespectful even if you did not mean to be disrespectful

7. Have Fun. I have worked as a janitor, run a jackhammer, laid asphalt, moved furniture, day laborer, door to door salesman, and a number of other horrific jobs while getting established in life.

Networking is NOT so bad especially if you think back to your worst jobs and tasks.

Consider the fact that you may just meet a new friend!

8. Recognition is so important. If you give people recognition by listening, asking genuine questions, showing interest, and connecting you will make networking what it is meant to be–new partnerships. Give people recognition, make them feel special because everyone has something special that they do, help people feel supported

9 Tips That May Change The Way You Do Marketing: Asking For “Permission” Never Has Been So Important

Valeria Maltoni, the marketing expert and subject of my last post, has a fascinating list of tips that may very well change the way you do marketing. Her tips are based on permission marketing a strategy where you ask permission before sending advertisements to prospective customers.

Permission marketing is used by some Internet marketers, email marketers, and telephone marketers. It requires that people first “opt-in”, rather than allowing people to “opt-out” only after the advertisements have been sent.

9 Tips To Consider

1. Newsletter Subscriptions: ask for permission to add people to your newsletter list. You may see a dip in the growth rate of your newsletter list but your new subscribers will be of higher quality to your business

2. Subscribe to email: Give people the chance to subscribe to your email whenever possible

3. What others purchased: Let your readers see what other people have bought, testimonials of your service, and even a poor review. By including a poor review you are demonstrating you are transparent

4. Comments: make commenting available as much as possible as often as possible on your site. If you have forum capabilities that is even better as it allows commenters to communicate directly

5. Give First: Make sure the first time a potential client hears something from you it is not a sales pitch of any kind. Add value and give something first before asking for something in return

6. Ranking Content: Create a method of allowing your readers to rank your content and vote for their favorite or most “useful” articles

7. Encourage Critiquing: encourage and foster an atmosphere where readers, peers, and clients can critique your work or present alternative ideas

8. Follow a Plan: Take everything in steps, follow a plan, and take your time building trust through permission in your marketing mission

9. Ask,Ask,Ask: One answer does not satisfy all inquiring minds. Continually ask questions so as to understand your clients. Show that you value their concerns by illustrating how your services or products can help them in their lives