Tuesday, 22 January 2013

Don't just ask about the organisation, ask about the person!

So often when we meet a new prospect we spend a huge amount of time trying to learn as much as we can about the business, but often ask very little, if anything, about the individual in front of us.

Such an approach is to forget one of the most important aspects of any form of selling - that "people buy from people". You are never going to get a better time to start learning about the person you hope to sell to than at your first meeting. Not quite so easy to ask someone when you are meeting them for the third of four time as to how they came to be doing what they are doing or where they live, or what university they went to, ext.

One of the best ways to get someone to start talking about themselves, is for you to tell them something personal about you. Drop into the conversation what you have been doing over the weekend or a story about your family. Even if they don't open-up at this stage , they are learning (starting to get closer) about you.