Whether you are a seasoned Sales PRO, or relatively new to the game, optimizing and fine-tuning your sales presentations is an ongoing process.
My introduction to sales came from working at Mark Adrian Shoes in Gloucester, Massachusetts. At 15 years old I was hired as a stock clerk, but the owner saw that I knew everyone in town and chatted it up with everyone who came through the door. He quickly moved me into sales!
I learned a lot from Mark Adrian Farber, but one of the most important things I learned was that you control the sales process when you ask more questions.
You also learn more about what the customer wants, and what is important to them, and by doing so you can “fit” <grin> your products and services to their particularly needs.
What questions do you ask during your sales presentation? Maybe you are using these already, maybe not, but here are 10 of the best.
Q: How’s your wedding planning going?
Q: Describe your perfect wedding day?
Q: Do you mind me asking, <then ask a question you need the answer for>?
Q: Have you been to a wedding lately?
Q: What did you like about it, what didn’t you like about it?
Q: How many other <your category of services here> have you talked to or interviewed?
Q: What are the three things that are most important to you in choosing a <your category of services>?
Q: And what is the price range you are looking to spend for <your category of services here>?
Q: Is there anything we haven’t talked about that you’d like to ask me?
Q: Would you like to do some paperwork?