The whole purpose of an engaging conversation is to communicate the intended message. Would you agree? Have you ever finished “communicating” and wondered, what don’t I know or “what are the voids?” Most of us that have been selling our whole life continually ask ourselves (usually after the fact) is there anything else that I could have said or done that would have had more impact or caused an even better decision (the purchase).
Recently, I was reading something that was asking the question, “What do you know?” That made me think about the sales process and what we know vs. what our prospect or client knows. It’s always been my position that if you listen, your prospect or client will tell you what they want or need in order to buy. The key is listening. However, we are dealing with human beings and all of us have stress that many of us know nothing about. Therefore, they could “forget” to tell you something. Something that upon close examination could make all the difference. How do you know?
Consider this question: “Is there anything else we should know that will be helpful to each of us?”
This is a very powerful and thought provoking question if it is asked with equal intent. Not as an after thought but as a way to provide a summary discussion and another chance to listen.
Let me know how it works for you.