It’s frustrating to leave a sales call and wonder, “What did I miss?” or “What can I do now?” or “What does he really want?” If you’re like me, you don’t like hearing “I’m not interested,” “My budget’s spent,” or even worse getting no returns to calls or emails after making a presentation. One of the biggest reasons this happens is… you didn’t find out how what you are presenting meets or misses their needs.
Additionally, you want to make sure your Buyer agrees with the ideas you shared; and if not, to find out what is missing. The easiest time is to uncover problems is when you are discussing the point there may be an issue with. It is difficult to unearth concerns later. You’ll probably just hear, “I have to think about it” and be left wondering, “What does he want to think about?”
Good news! It’s easy to eliminate wonder. Just add this simple tactic to your sales: Check In. Checking In is finding out how your customer or prospect feels about what you just discussed. Additionally, Checking In tells you when to move on.
Avoid moving from one point to another before you know how your Prospect feels about what you just said; Check in! Otherwise, you might as well be talking to a wall. When you Check In, you assure what you presented is important to your prospect. Before you talk about or present a new topic, simply ask a Check In question…
- How does that sound?
- How does that meet your needs?
- How does this match what you were looking for?
You’ll notice there are 4,362 more ways to Check In. Any way you phrase the question, make sure it is not a Yes/No question. You want a conversation, a dialog with your prospects. Check In questions are natural, so you don’t need to memorize them… and the process is the simplest sales tactic you can add to your repertoire.
When the answer to your Check In question is, “That sounds great,” go onto your next point, or close the sale if the time is right. If you hear, “Well this isn’t really important to me,” or something else that lets you know you aren’t in harmony with each other, you’re lucky, because they’ll probably tell you why, and – finally – you won’t have to wonder or try to figure it out! Finally, you won’t get to the end of a sales call and wonder what did I miss, what can I do now? Checking In allows you to know what you need to address.When you don’t Check In, you don’t know where the problem is.
Checking In is one of the easiest tactics to employ. And it makes “I’m not interested” and “I have to think about it” go away. I know I hate those objections!
If there are concerns, he will tell you. And this is a thousand times better than hearing, “I’m not interested” or “My budget’s spent” or any other fake objection.
Remember this: When you don’t Check In at the right time, Clients are not generally willing to elaborate later. If you weren’t interested in asking at the right time, they are not generally willing to take more of their valuable time to explain it to you. So, unfortunately when you skip this step, they frequently decide you are not right for them. Then all they need to do is get rid of you. Prospects don’t feel they owe you an explanation, but they are willing to participate in a conversation. So, remember: Selling is not Telling! Have a conversation and include Check In questions in your conversation.
Add this simple step to your sales process, and you will stop wondering, what can I do now?
Here’s to successful, stress-free sales™,
Jenae RubinHere’s to successful, stress-free sales™,
Jenae Rubin is the president of Sales Powerhouse – Overcome Overcoming Objections. For consulting and sales training, you may reach Jenae at : Jenae@SalesPowerhouse.com or +1 954-290-9896. Copyright 2011 Sales Powerhouse, Inc. This article may be reproduced with credit, links and copyright intact.