SKILL


How to Involve the Customer in the Selling Process


WILLIAM F. KENDY


Sometimes salespeople get so excited about making a presentation that they don’t allow the prospect to respond or actually get involved in the selling process. For a sale to occur, it’s imperative that you make the customer feel that both of you are working together to solve a problem. The more a prospect participates, the more likely it is that you’ll walk out of your meeting with a signed contract.


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Here are some tips for involving your customer in the sale.


First, you have to build rapport and


let the customer know you’re really in- terested and want to help the compa- ny succeed. The best way to do that is by asking good, powerful questions. If you’ve done a good job prospecting and qualifying, you’re going to have a pretty good idea of how the prospect will answer.


Good, powerful questions are the cornerstone to increased customer involvement. Asking questions is probably the most important means of involving the customer. The more you get the prospect to think about what you’re offering and how it can help, the more you become a team. Asking questions is also part of a


larger educational process. The next step is to basically educate the cus-


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