Guys, I want to keep this short and sweet, this is something that needs to be done all throughout your presentation.
By following this procedure you will be able to see whether or not your customer is engaged with you. You will be able to identify if your prospect actually is or is not interested in what you are attempting to sell them.
I was taught in my early days of selling that if you are not "TESTING THE WATERS" during your presentation, you will not close much. What I mean by "TESTING THE WATERS", is getting those small yesses throughout the presentation. By obtaining those phrases of engagement, you will identify that your potential customer is actually on the same wavelength as you are in your presentation.
Let me give you some simple examples of how testing the waters will assist you in closing more sales, and earning more commissions.
Pool Salesperson
"Mr. & Mrs. Customer, is there special area in the backyard that you guys want to see the pool in?"
(wait for the answer)
"Have you thought if you want the pool to also have a spa?"
(wait for the answer)
Furniture Saleperson
"Mr and Mrs. Customer, the sofa that you guys are looking at, do you need one that has reclining seats built in?"
(wait for the answer)
"Is brown or black the color you guys are looking for?"
Real Estate Salesperson
"Mr. and Mrs. Customer, how close do you need to have the house you want to purchase near the middle school?"
(wait for the answer)
"How important is it to you to be near the closest hospital?"
(wait for the answer)
Recreational Vehicle Salesperson
"Mr. and Mrs. Customer, how many people would you like the coach to be able to sleep?"
(wait for the answer)
"Do you need to have a bathtub/shower or will a shower set up in the bathroom work best for you?"
Now, I realize that these questions seem completely innocuous, they are designed to be.
They are designed for only one reason.
To check THE THERMOSTAT
of where your prospect's head and heart are at.
If the prospect is not willing to answer you on these completely harmless questions,
YOU ARE DEALING WITH A WASTE OF TIME PROSPECT. You must know whether you have someone who is willing to engage with you.
If the prospect will not engage with the easy questions, they will become EVEN LESS ENGAGED when the BIG QUESTION
of the money comes into play.
THAT'S A GUARANTEE.
If you have any issue at all asking these types of questions, you are in for a BIG RUDE AWAKENING, during the main closing portion of your presentation.
This is one of those processes that truly needs to be incorporated within your daily sales repertoire.
It's easy for the customer, and by asking these questions,
it shows the customer, you actually give a damn. SO DO IT.
Da Bear