From the Problogger ‘How To…’ Group Writing Project, Larry Hendrick offers tips on how to increase your sales:
Would you like to earn more money next year? How about next month? Today I offer a method to increase your sales, and it’s not hard. It is represented with an easy-to-remember acronym: QUESTIONS. Questions that will give you the edge over your competition because they are too busy telling and not selling.
Here is the acronym with quick reminder words:Q = qualify
U = understand
E = engage
S = state
T = timing
I = image
O = objections
N = notify
S = send
I am inordinately skeptical about sales tips ‘n’ tricks, because I think it is too easy to trip over into a rote, scripted kind of selling. But the ideas Hendrick discusses are not bad, assuming you keep your eye on the real prize: What your client truly needs — even if there is no sale involved…
Technorati Tags: blogging, sellsius 101, real estate, real estate marketing
Larry Hendrick says:
I agree, Greg. If the customer doesn’t need what you offer, you can still develop a relationship. I love to refer prospects and customers to friends in other businesses to help solve a problem. I always prefer a relationship with the customer rather than a ‘quick buck’ approach. When someone uses the word ‘technique’ or some other gimmicky word, I tend to start backing away.
September 26, 2006 — 5:56 am
jf.sellsius says:
True Larry. It all begins with a relationship to inspire trust in your knowledge & abilities and to allay fear of making the wrong choice.
September 26, 2006 — 10:50 am
jf.sellsius says:
In some cultures, no deals can be made without first knowing the person. Once your honor has been established, you can do a million dollar deal on a handshake.
September 26, 2006 — 10:52 am