TIPS REP-TO-REP A Thank-You for Time Spent


Thank-you notes are customary for orders, but what about for time? Whether or not my prospect or customer buys, I always send a thank-you. The message is simple: “Thank you for your time. I realize your time is valuable and appreciate your sharing it with me.”


Thank You The time it takes me to send an email or text or to mail a note is small but the impact is great. Many times,


prospects who initially turn me down call to thank me for my recognition that their time has value – and then buy from me. Sending a thank-you takes only a minute, but it makes buyers feel good and generates sales down the road. It also cements the relationship in a positive way.


– KRISTIANE BEALE THE CLOSING POSTER SERIES


HOW PAUL D'SOUZA HELPS SALESPEOPLE REACH PEAK PERFORMANCE


‘‘ SELLING TIP


How to Use Questions Effectively


With most customers, your goal dur- ing the initial stages of the consulta- tive selling process is typically the same – you want to elicit information about them and their needs so you can tailor a customized solution to address the specific challenges they face. But, while your objective stays the same, customers aren’t. You’ve probably encountered


more customer types than you can name. To effectively sell to different


personality types, you need to adapt your questioning strategy accord- ingly. Consider the following tips, taken from the Selling Power Sales Question Book.


WHEN SPEAKING WITH A… • Long-winded, talkative custom- er: Use more closed-ended ques- tions. Try to preface the questions with such limiting statements as, “Can you tell me briefly…?” or, “In one or two sentences, how would you describe…?”


• Short-winded, tight-lipped customer: Pause between ques- tions. Also, ask such open-ended questions as, “What seems to be


Without the vision of a goal, a man cannot manage his own life, much less the lives of


others. – JACK WEATHERFORD


the reason…?” “I’d like to get your objective opinion on…” or, “What do you think led to this situation?” • Combative customer: Remain composed and calm. Phrase your question so you focus on wanting to help the customer solve a prob- lem. Do not interrupt this person. Above all, retain your professional- ism at all times.


• Big-shot customer: Be willing to feed the self-important customer’s ego – even if it means setting your own ego aside. Always be polite. Ask questions that rephrase what he or she has just said or include compliments.


– MALCOLM FLESCHNER SELLING POWER SEPTEMBER 2016 | 5 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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