Today, we are kicking off the first topic in our series, “FIVE QUESTIONS FOR SALES EXCELLENCE“, with a focus on: “What Can My Product or Service Do for the Customer?” This is the first step in gaining valuable insights that will guide you through the dynamic world of sales and reveal what truly makes a difference in customer communication.

We have four more exciting and inspiring topics to come, each designed to inspire action, change, and growth.

To effectively communicate the advantages and benefits of our products or services to a client or customer, it’s essential to first identify their NEEDS and DESIRES.. This can only be achieved through ACTIVE LISTENING and asking the right questions.

Customers are looking for someone who knows how to listen—not a salesperson who simply delivers a monologue about their company, products, and services. When clients feel that we understand their situation or need, they are far more likely to collaborate with us in finding a solution.

To better understand our customers and their needs, here are some key questions to ask:

• What is the problem or need you are facing?
• What other challenges or needs do you have, and how are you currently addressing them?
• If things could be exactly as you want, what would that look like?
• What are your top priorities?
• What is most important to you when solving this problem?
• What standards do we need to meet to satisfy your needs?
• What has been your experience in dealing with this issue in the past?
• What bothers you most about this situation or problem?
• What steps are you currently taking to resolve this issue?
• Are there any other areas or concerns we haven’t discussed that are important to you regarding this issue?
• How does this problem impact your customers?

First, understand the customer’s needs, then show them how to achieve their goals. Remember: customers buy for their own reasons, not the salesperson’s!

Once we’ve understood their needs, we must:

• Show what makes us different from others.
• Demonstrate our authenticity and build trust.
• Prove how our solution stands out in comparison to others in the industry.

While products may be similar—or even identical—service is where the real difference lies!

And one more thing to keep in mind: What the customer thinks they are buying is far more important than what the salesperson believes they are selling.