It's important for a salesperson to get their prospects to know, like, and trust them because this builds rapport and opens up communication. When a prospect knows, likes, and trusts a salesperson, they are more likely to reveal their needs and challenges. This information is crucial for the salesperson to effectively present their product as a solution. Furthermore, trust fosters loyalty, which can lead to repeat business and referrals.

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One way to make a sales conversation feel more personal and less transactional is by asking the right, probing questions. This allows the customer to talk about themselves and their needs, rather than just hearing about the product and the company. By engaging the customer in this way, they are more likely to reveal everything the salesperson needs to know in order to convince them that their product is the perfect fit.

A salesperson can make a customer feel like they're not just being sold to by asking the right, probing questions and genuinely listening to the customer's needs. This approach engages the customer and allows them to reveal everything the salesperson needs to know in order to convince them of why their product is the perfect fit.

To make a sales conversation feel more like a dialogue than a monologue, it's important to ask probing questions that engage the customer and encourage them to talk about their needs. This allows the salesperson to understand the customer's requirements and present their product as the perfect fit. It's also crucial to listen actively to the customer's responses, rather than continuously talking about the product and the company.

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Little Red Book of Selling

People will only do business with others once they know them, like them, and trust them. They will b...

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