Let Your Prospect Talk While You Zip It And Listen

In order to convince prospects, you have to show them how your product or service will meet their needs and satisfy their wants. But how can you tell for sure, exactly what their needs and wants are, and which ones they consider the most important?  Why not ask them?  And  how can you meet their objections unless they'll open up and tell you what they are? Why not encourage them to do it?  Use your head and your ears, not your mouth.  Don't be in such a hurry to tell prospects about your product or service.  First find out about them.  Ask leading questions, and show your interest in their answers.  Warm them up with your close attention.  When you present your sales points, stop occasionally for any questions.  Ask prospects if the understand and agree,  and whether there is anything in their experience that might make them think differently.  The more you can draw your prospects into the conversation,  the more you will learn about them, their attitudes, and the way they think.  Many times they'll supply the very facts you need in order to make the strongest possible appeal.  When prospects  raise an objection, hear them out. Never cut them off or try to anticipate what they have to say.  Get them to express the objection fully and completely while you listen carefully.  Then after you are thoroughly and completely familiar with their objection, answer it.  When prospects haven't raised any objections, yet are still reluctant to act, you've got a problem.  There is and objection, or maybe several that they aren't telling you about.  Tell them you realize this, and ask them if they would be frank and tell you what their objection really is.  By listening not talking you can find the keys that will unlock the sale.  So let prospects talk.  Make them talk, and you listen fully.