Client Control?
In the sales and recruiting context, you hear a lot of talk about client control or candidate control. Early in my sales career I would buy into the illusion that there was such a thing. Can one really ask the right question or make the right statement to significantly impact the outcome or timing of a client's decision? It may seem like it sometimes, but the reality is they were going to make the same decision regardless.
However, there are questions you can ask that will increase closing ratio and sales.
Specifically, ask questions ...
- to cclearly identify, prioritize, quantify, and qualify the client's issues early
- to understand a range of what they are willing to spend on this issue
- to understand their time frame
- to understand their decision making process
Doing this will achieve at least three things for you. First, you will be able to exactly tailor a solution to propose rather than assuming or guessing what is right for the client. Second, you will learn earlier in the sales process whether or not you even have a solution to propose to the client. Finally, you will uncover earlier who is serious and who is kicking tires.
These things will get you focused on serious buyers for whom you have a solution that fits.
You will increase your closing ration on proposals that you make which will increase overall sales. These skills are not easily developed, but worth the deliberate practice.
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