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Prospects need to be listened to during these conversations. Being pushy in a conversation or not offering to help a prospect when you first approach them can quickly kill your chances of closing a deal. Always engage in conversation with potential clients by asking lots of questions. Understanding your customers’ needs is crucial in a consultative sales approach. Asking the right questions is the only way to understand how to solve their problems. Before making a call or meeting with a potential client, develop a list of general questions you can use to start the conversation and backtrack if necessary. At the same time you must be prepared to think on your feet and ask questions that are appropriate to the prospect's response.

Start with the simple things Are your prospects happy with their current supplier? What are their biggest challenges in their current business? Are they interested in learning more about your product? Is there a real need for your product among them? Come up with a list of your own survey questions that may lead to another conversation when answered. For example if you ask your potential customers what their biggest challenge is as a business and Email Marketing List their answer is something your product can’t solve that’s great. Use it to learn more about their company and make the most of the opportunity to connect with your prospects by listening to them.




If your product does provide a solution use this as an opportunity to highlight this subtly. In fact the people who were the best at determining whether their product was a good fit for their problem asked their prospects questions more frequently than others. Make sure you ask questions that show you are genuinely interested in their business and eager to understand their problems. Eventually you will be able to ask your potential customers what they hope to achieve with your product. You can then turn the conversation into building a tailor-made solution for them. Step Four Build a Tailored Solution The final step in honing your consultative selling skills is to provide your prospects with a tailored solution to their problem.