When connecting with prospective customers, we noticed that the top performers showed a real interest in their future customers. They demonstrated their interest, by asking a number of meaningful questions. As they asked questions, they acquired the information they needed and their customers feel heard.
They asked on average 1 – 2 specific questions, during the “CONNECT PHASE”, to show their commitment to be of service to each specific future customer.
During the Discovery phase, they asked the majority of questions. The secret to make this work for you, is to ensure that you do not present the questions, all at onec. Rather, work to use the 12 – 14 questions, to encourage converstion, throughout the sales meeting.
It was interesting to notice the emotional intelligence of the top performers in respect of the different personality types.
- When dealing with a Socialiser personality type, they asked significantly more personal questions and showed a deep interest, in the welfare of their team and family.
- When dealing with an Organised personality type the top performers asked very few personal questions, but they were very clear as to “HOW” they would support them and their organisation.
- When dealing with a Logical personality type the top performers adjusted their approach towards personal questions and they used their emotional intelligence to ensure that they asked questions, but they were also careful to convey exactly “WHAT” they were there to do.
- When they were dealing with a Dominant type personality, they instinctively asked fewer personal questions, during the connection phase. They ensured that they conveyed very clearly “WHY” they were there.
The bottom performers on the other hand did not exhibit much emotional intelligence at all. They had a one size fits all approach, where they far more focused on introducing themselves and they made broad statements, designed to impress their prospects. They asked very few engaging or personal questions at all.
Please follow the link below to view the video. These daily tips are shared in the interest of supporting sales professionals to recover after lockdown