Recently I got a call from telemarketer. Now being the curious guy I am. I didn’t mind humoring her for a minute… Oh man… Did I get bombarded by her sales pitch… I know she must have some goals to achieve but it isn’t the right way to deal with people.

She totally ignored and gave me a sales pitch… Well of course, I had to shut her out and did so. This got me thinking of the kind of sales pitch I get on daily basis.

I have seen some powerful sellers at its best and then some really really dumb folks trying to get into my skin. eek…

Instead of asking “What do we need to do to close this deal?”  You should be asking, “What does the customer need to do in order to buy?”  This change results in a major shift in how you think about the job of selling.

Consider these points next time you talk to someone:

1.    What is the buying process of this customer?  We need to know what it will take, and who needs to be involved for this client to make a purchase.

2.    Where is our client in their buying processes?  Is your client a day or two away from signing a contract, or are they still “kicking the tires”?

3.    What is the next reasonable step they must take?  If you can figure out where they are and what it’s going to take to make them buy, then we can find the next logical step for them to take.

4.    What can we do to get them to take that step?  Once we know what our customer needs to do next, then we can figure out what we need to do next in our selling process.