Do you smell it?” – Identifying Opportunities in any Sale Interaction

You spoke until the veins on your neck stood out. You were a killer and felt certain of securing the sale.

But then nothing.

You ask yourself: “What happened? I didn’t do anything differently from the last customer, but she seemed turned off from the beginning. Why wasn’t she interested?”

Sound familiar? This is a common complaint among sales people. In the midst of all the “can’t miss” sales systems, something is missing. In spite of doing everything “right,” the connection isn’t made, and the sale is lost. Why?

The answer is often tied to the incredible differences that exist between potential clients in their individual Interaction Styles, or the way in which each person interacts with others. An ability to pick up on and address these subtle clues in clients can mean the difference between a connection and a turnoff.

But what if you could begin to identify the style preference of a client? What if you could then (temporarily) tune into that preference and thus begin to solidify the connection with your client? What would it do to your sales if you could understand and match up your own style with that of your client?

You can—beginning now by:

Recognizing clue words during a conversation with a prospect.

Ask the right questions to find out a prospect's specific business needs.

Easily identify sales opportunities by listening for clue words, business needs, etc

Asking open-ended questions is a great way to learn information from prospects.

One of the best questions to ask is, "What do you need to do?"

Get practicing and in time you’ll get to closing a lot more as well.