Successful sales recruiters and professionals recognize that sales are as much about understanding your customer base as it is about selling. You need to know who they are, the challenges…
Successful sales recruiters and professionals recognize that sales are as much about understanding your customer base as it is about selling. You need to know who they are, the challenges they have, and how your products and services can help them meet their business goals.
Understanding your customers’ needs, concerns, and objections is a key factor in being able to develop high-quality sales solutions. One of the key ways to understand concerns is to ask the right questions.
Are you asking the right questions? Are you having the right conversation with your customers to get the information you need to better understand their position?
One of the most effective ways to get information about your customers is to ask them open-ended questions. Open-ended questions give your customers the opportunity to elaborate and answer in a way that allows them to express their concerns. So, give them a platform to explain their position and their needs.
The second important part of asking open-ended questions is to be an active listener. You not only need to ask the right questions, you also need to pay attention to the answers. You need to be able to interpret the information provided and use it to develop sales solutions that will address your customers’ top concerns.
Objectives and concerns are part of the sales process. To understand them and get the information you need, you need to ask the right questions, such as:
Naturally, the type of questions you do ask will be customized based on the client, the conversation, and where you are in the sales process.
Get more highly effective tips and advice for working with customers and improving your sales process by reading these blog posts from our sales recruiting experts:
SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.
Jonathan is an Account Executive and Recruiter at SalesForce Search, North America’s premier sales recruitment agency. Previously, Jonathan worked as an Account Executive and Recruiter in the bilingual sales talent market. Prior to his 5+ year career in sales recruitment, Jonathan worked at a music label and is a huge fan of Hip Hop, Funk and Soul music.