{"id":1101,"date":"2013-04-11T23:02:41","date_gmt":"2013-04-11T15:02:41","guid":{"rendered":"http:\/\/salesninja.asia\/ninja-blog\/?p=1101"},"modified":"2024-08-01T18:58:22","modified_gmt":"2024-08-01T10:58:22","slug":"how-to-get-money-from-people","status":"publish","type":"post","link":"https:\/\/salesninja.asia\/how-to-get-money-from-people\/","title":{"rendered":"How To Get Money From People"},"content":{"rendered":"

As a salesperson, easy! Sell them things.<\/h4>\n

But, are you getting the money from people like how you imagined? If not, continue reading and see\u00a0how many\u00a0of these mistakes are you making.<\/p>\n

To sell something to a prospect, you need to know what information you need. Once you get the information and work around it, chances are higher that they want what you are offering and you get money from them<\/strong>!<\/p>\n

Many salespeople do not get the money because they lack information. CIA and police get information from suspects because they need to close their investigation\/case. Likewise, it is the same principle for sales.<\/p>\n

Probing skills are questioning skills. Some sales school calls it interviewing, some call it needs analysis but they are all the same,\u00a0ASKING QUESTIONS.<\/strong><\/p>\n

Many salespeople I know do not like to ask questions because it requires listening. They rather talk than listen. They like to show off their presentation skills and bombard their clients with loads and loads of product information. Again, without knowing your client\u2019s needs and wants, how can you expect to sell?<\/p>\n

Common mistakes causing you not to be able to get money from people through information<\/p>\n

1. Sales People Ask Too Few Questions<\/h4>\n

Salespeople probe a few and after the buyer gives them some information, \u00a0the seller immediately jumps into solutions mode known as presentation.<\/p>\n

2. Sales People Don’t Go Deep Enough With Questions<\/h4>\n

The seller asks the buyer \u201d Tell me, what bothers you about X?\u201d. The buyer replies \u201d Oh\u2026 I\u2019m afraid that it may not do Y\u201d. The seller goes \u201cI see. Ok, what else bothers you?\u201d, jumping into question after question without penetrating to the core issue. Big mistake if you plan to get money from people<\/p>\n

3. Sales People Asks Too Late<\/h4>\n

Some information should be obtained at the beginning of the sales rather than the end. A client once told me a case about his case rep. It was the third meeting and the buyer said he needed to talk to his boss about the product. The name of the boss in the 3rd meeting is too late. We must get that information at the beginning of the sales call not the end.<\/p>\n

4. Sales Person Uses Limited Probing Questions<\/h4>\n

\u201cWhat is your budget?\u201d The common question right? But, this approach may not be the best way ( but necessary at times). Do buyers normally reveal their budget? Yes and no. \u00a0What if it is a \u2018No\u2019? You must use different questions to get the same information.<\/p>\n

5. Sales Person Don\u2019t Have a Probing System<\/h4>\n

Sometimes the salesperson asks 5 questions, sometimes they ask 7 questions. They are random. It makes the data-gathering process disorganized and casual. A salesperson needs to know exactly what needs to be asked each time. That\u2019s how sales pros work! That\u2019s how the pros get money from buyers. They make the sales predictable<\/strong>!<\/p>\n

Are you in the B2B Business?<\/h4>\n

A salesperson needs to find out the current situation of the buyer, they need to find out their plans, who their current supplier is, what is the service level they are having, the challenges they are facing, what opportunities are they exploring, and lots more!<\/strong><\/p>\n

Or\u00a0Are you in the B2C Business?<\/h4>\n

The salesperson needs to find out the buyer’s intention of the purchase, family member information, product-related questions for exercise product questions \u201cHow often do you exercise?\u201d \u00a0or for investment \u201cWhat kind of investments have you done before?\u201d It is important to know what kind of work the buyer does, and how soon do they need the product.<\/p>\n

Are You Now Able To Get Money From People?<\/h4>\n

As you can see, probing requires lots of skills. The ability to elicit and collect information from the buyer needs awareness and attention.<\/p>\n

If the seller is curious about the buyer\u2019s situation, they naturally will ask more questions. If the seller is focusing on the sale, they naturally want to persuade the buyer to buy through the presentation.<\/p>\n

So probing not just is a skill but it\u2019s also a mindset. Moreover, probing needs to be coupled with listening skills.<\/p>\n

The consultative selling approach is listening to a customer\u2019s needs and then providing solutions.<\/p>\n

If you can master this, you will be on your way to\u00a0get money from people.<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"

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