Written by: Cynthia Blackwell, Executive Contributor
Executive Contributors at Brainz Magazine are handpicked and invited to contribute because of their knowledge and valuable insight within their area of expertise.
If you want to fill your pipeline with qualified opportunities and close more sales calls, stop talking and ask more questions. As the old saying goes – If you are telling, you are not selling. So true!!!
It is all about the Relationship! People do business with people they like and trust, so be that person your prospects like and trust. How do you do that? By being purposeful, sincere, and strategic in your interactions with them – Ask them questions and get to know them. The top 3 ways to accomplish this…
Structure your questions to get the information you need to qualify the opportunity. Time is money for you and your prospect, so be purposeful with your questions. Do a little homework and create a list of questions you need to ask to qualify the opportunity properly.
Control the urge to talk. That old saying that is so very true is – if you are telling, you are NOT selling. People do not want to be sold to, so don’t do it. YOU should not be doing most of the talking – your prospect should be doing about 90% of the talking.
Clean out your ears and use them. Shut up and listen! While that may sound harsh, it is key to relationship building, effective communication, and qualifying opportunities. Your listening skills are so critical to your success. Show your prospect you are listening by taking notes (write down what you hear) and repeating what you heard (the verify game).
While my recommendations may seem simplistic and you think there just has to be more, there is NOT more to it. Keep it simple and focus on these 3 Keys, which are crucial to qualifying and closing more sales for your business.
After reading this article, if you found value in what I shared, I will be ecstatic and have supported a fellow entrepreneurial dream of success. If you want to discuss HOW to leverage The Magical Power of 3 to create a strategy and plan, contact me, and let’s talk. Or, you can pick up your copy of the book by clicking the link. I welcome the opportunity to support you and your explosive success. Talk to you soon!!!
Cynthia Blackwell, Executive Contributor Brainz Magazine
Cynthia is a coveted speaker, a trusted business coach, mentor, and a respected philanthropist.
Attendees leave her presentations excited and empowered with tools they can implement now! Can you imagine what a 1 on 1 coaching session is like with Cynthia?!
She is also the author of The Magical Power of 3 – Roadmap to Success, Wealth & Happiness. Her book is a culmination of her experience as a rainmaker, executive coach, trainer, mother, grandmother, and trusted friend. This book is NOT that self-help book of yesterday BUT marries mental health and mindset with business acumen, sales, and leadership tips that are critical to success in today's ever-changing climate. To be released soon!!!
