Sales people, I know that over the next twelve months you would love to have at least a ten percent increase in your sales revenue, and sales managers, I know you’d love to have the same for your sales people.
Today I’d like to share with you one extremely powerful communication tip that can help you get to that ten percent. It’s only four words: “Tell me about you.”
It’s not so much the statement itself the psychology behind it. In many cases, it’s how we phrase the language to a client that makes a difference. Many of you have been taught open-ended questions, close-ended questions, let’s ask a question that requires discussion, and all those things are good, but in the beginning of a sales cycle with a new client, somewhere in the first one-to-three minutes of time, you have to ask the secret question “Tell me about you.”
Whether you’re on the phone or in person, you always have to do it the same way.
The main reason we ask “Tell me about you" is that we’re not prompting the client. We don’t to prompt the client so we don’t say “Tell me about your business,” “Tell me about your company,” “Tell me about your product,” or “Tell me about you personally.” We want that question to be neutral because the response is going to immediately identify the personality style of your client. If you don’t know their style, you’re going to pitch to them exactly how you would pitch to yourself, and you’ll eliminate part of the marketplace that’s not like you, won’t get intimate with those other people, and in many cases our competitors will make that sale.
We also ask because the question is going to get a very authentic response and the client may become closer quicker and if you listen to them, you’ll hear buying clues and maybe even find out exactly how to close them.
Knowing their personality and getting those buying hints are going to move you closer to closing the deal.
How you say the words is also important. At the National Speaker’s Association, we were taught to improve our pitch, pace, and articulation by speaking to our audience as if we were reading from a Dr. Seuss book to children. Your client in person or on the phone is your audience. Speak slowly and methodically and make eye contact. If you’re on the phone, make eye contact with the mirror that’s in the office to transfer your feelings through your voice to the client. Then listen for buying clues and personality style clues know how to navigate your presentation toward that client.
Let me give you hints on personality styles. There are four: director, socializer, relater, and thinker.
To “Tell me about you,” in most cases the director will make some sort of ego-statement “I have this business,” “I have accomplished this,” “I have the nicest airplane” . . . whatever it might be, that’s the director’s response. When you know that, you know how to navigate that presentation and completely mold it around them.
The socializer is going to automatically go to family, sphere of influence, people they know, or their feelings.
The relator silently ponders your question because they don’t want any spotlight on themselves, and often will respond “I really don’t want to talk about me—tell me about you.”
The thinker/analytical person will think for a few moments and then ask why you asked them that question. And you reply “I want to learn your personality style so I can communicate with you better.”
Later in these video trainings we will get specific on powerful things to help you with these personality styles.
“Tell me about you” is not always one hundred percent but it’s ninety percent accurate and will help you close more business.
Now I want to share something else with you. We’ve gotten emails from people who want specific training, and we have those in process. So if you’re listening and would like training on a specific subject, email me and we’ll get it in. I have seminars, personalized sales training programs, personalized sales management programs, and over ninety percent of my students have great results. Go to www.chuckbauer.com and email me at [email protected]
Godspeed, good selling, have a great sales week, and we’ll see you next week. Bye-bye.
The Top Secret Sales Question
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