Lemonade Lesson #21 - Questions That Get Answers
“When you meet with a prospect, they may believe their issue is one thing. It is up to you to ask the right questions to make sure you – and the prospect – know what the real issue is. Then, and only then, can you determine if you have a solution.” excerpt from Lemonade Stand Selling
Why is this so important? Because the point of sales is to match a solution to a problem. It isn’t to persuade or convince. It isn’t to tell the prospect EVERYTHING about your product or service. It IS to determine what the problem really is and whether you have a solution for that particular problem.
You want to be sure you are addressing the real need that the prospect has. And the only way to guarantee that is to ask a lot of questions. Then, of couse, you have to listen to the answers.
Believe it or not, you may not have a solution for the prospect. The best thing you can do is discover it quickly and tell them so. Honesty really is the best policy. You will win them over with honesty. And while you may never do business with them, odds are they’ll refer you because you have integrity.
In our next Lemonade Lesson #22 we’ll talk about dealing with the particular problem the prospect has without telling them everything you do!