How to Answer Client Questions in a Sales Meeting
So, did you transform the way you meet with a few prospects last week by making three major assumptions? Did you see the tone of the meeting change? (Let me know, leave a comment on this post!)
This week, let's reboot our approach to answering every question our prospects ask. (As a bonus, the same three question-answering strategies that will transform your media sales career may also reboot your relationships.)
This week's challenge is a big one and if you're ready to take it on, watch this.
If you're anything like me, you're good at thinking on your feet. You're an exceptional improviser. You're able to take any question and talk yourself into an answer. Your ability to adlib is precisely what makes you a good media sales person.
But I want you to be a GREAT media sales person. If you want to be a GREAT sales person we must take a much more strategic approach to answering our prospects questions.
Unfortunately, many of us (maybe even most of us) do two things that undermine our ability to take shorter meetings (which means more meetings) that result in bigger sales.
Here are the two things we need to change:
One. We over-answer. Yep. We're so excited about the solutions we provide that we see a simple question as an opportunity to keep selling.
Two. We offer too many reasons to support our answers. It's as if we're pre-empting objections that our prospect hasn't even raised yet.
If you're ready for our biggest Reboot challenge yet I invite you to change the way you answer questions -- not just the queries you receive from prospects -- but even questions from your boss, your kids, your spouse, your personal trainer...
Are you ready?
Don't answer, until you watch this week's Reboot Ride-Along.
See you in two weeks!
To your media sales success,
- Andrew Davis
Let me know how your sales reboot is going: firstname.lastname@example.org