With spring right around the corner, I wanted to share something with you that will help your selling efforts for the upcoming year.
Remember, great salespeople listen twice as much as they talk. Great salespeople also learn how to ask questions.
When you want information ask open-ended questions such as:
-Tell me about (your project, your problems, your needs).
-Why did you call us?
-What is your biggest problem?
-What does a win look like?
Here are some questions we use at Grunder Landscaping Co.:
-What activities do you use your yard for now?
-What other outside activities would you like to include?
-Which kind of outside setting appeals to you?
o A feeling of enclosure? Outdoor “rooms”?
o A feeling of openness? A feeling of distance?
o Restful shades, textured leaves and muted colors?
o Dramatic shapes and bed lines and bright colors?
o Lots of shade? Lots of sun?
-What kinds of water features, walk surfaces and lighting appeal to you?
-Which kinds of outdoor things do you dislike or want to avoid?
Asking questions is always a great way to “zero in” on what your prospect wants.
This year make it a goal to listen more than you talk.