Ask relevant questions, ask an important question, ask the real question. But if you need to depend on “how are you?” Or “How do your weekend?” To open a conversation, all right. But after that underlies all the questions you ask on the same principle, do not waste time a prospect.
It’s definitely possible, but certainly not required as such by most salespeople! Know when it is appropriate to switch from a conversation that does not focus on events, family, golf, weather, or whatever. You come there for a business appointment, there is a point where your clients are ready to switch from light conversation. Do that, with the fielding.
How do you start asking the important questions? My suggestion that you start with a simple question, a question which is likely unrelated to your visit, but in fact will generate some interesting ideas about the kind of person who will deal with it.
“Just wanted to know Mr. Morgan -” How do you get this job? “
These questions will help you to enter the “business purpose” of your visit comfortable, and will encourage your contacts to open up to you. Once your prospects respond in any way that is deemed acceptable, you can continue to say what’s on your mind, the reason why you talk to that person, and explain why you do this, so your next question will make sense.
“Mr. Morgan, we are dealing with a group of best-selling device in the world. Let me tell you a little about how we work. I only work during this first meeting is to find out about the needs of the father. I did not come here today to sell. I mention this because I want to ask you some questions about Mr. Morgan’s store, to find whether I can actually increase the sales volume you shop. Father had waktukan for it? “Assuming that you will get the answer” yes “and it can be almost certain. You then can move on to important questions.
• “the father ever use one of our devices before?” If so, how did it go?
• “Just wanted to know what Mr. Budi devices currently use?” How do you feel about it?
• “Please tell me, how do you see the next six months in the use of these devices to achieve xyz?”
If you are not comfortable entering fields that “serious” such as whether the company is using or the possibility of using your products, but you still feel sure that you have to switch the conversation topic of football last night, there are a number of questions central area of the you can ask before continuing to the point. These are a few suggestions.
• “I want to know what kind of customers you serve?”
• “Location anywhere that you have?” (Or the father of the company main office)
• “What kind of salespeople use Mr. Morgan?”
• “How long has this company’s business?”
• “What kind of challenges you face in business / industry?”
Questions like these can yield important information for you, and can serve as “bridges” that are important to the main point of your visit. But be careful not to rely too much on the middle field questions, my estimate is that your contacts, like most of us at times, it does not have much time. Most prospects will appreciate if you immediately go to the point, and you can do this without damaging the relationship that arises.
“The right question” last in your first visit usually goes like this:
“You know, Mr. Morgan. I learned a lot today, and I thank you for the opportunity to talk with the father. Let me tell you what I normally do this ditahap, I think we can now make an appointment to meet again, where I can come after sifting through all that I know here and show you what we can do for the company Mr. Morgan. Tuesday at two o’clock, will you? “
Focus will be faster if the meeting was opened with the right questions can lead us to great opportunities propek enter into talks without wasting time. Do not forget to always avoid questions that could lead to a debate, thereby thwarting a successful plan that you wake up.