The Secrets Sales Tool We All Have But Rarely Use

The Secrets Sales Tool We All Have But Rarely Use
All salespeople have a powerful tool they can use to get
more sales. It is simply the amazing power of curiosity.
You know more than your customer and they want your
knowledge or they wouldn't be talking to you! Let's take a
look at a few ways you can use this power in sales
situations.

Getting Customers To Call You Back

Weak salespeople leave messages that leave nothing to the
imagination and spark no curiosity. Messages like, "Hello,
this is Kyle. I am calling to introduce myself as your new
account manager. Give me a call at 555-1212."

Yikes! Who would feel compelled to return that call? How
high would it be on your priority list. Using the power of
curiosity, the new account manager could leave a message
that peaks interests more. "Hello Fred. I am calling to
apologize. This is Kyle. I am your new account manager and
I just discovered that you have not been informed about a
service we have been offering our clients that I believe
will save you about $1,200.00 a month on what you currently
spend with us. I apologize for this oversight and we will
make it up to you. Call me as soon as you can at 555-1212
so I can get you these savings. This is so important, I
will meet with you any time of day that suits you. In fact,
I will drop by your office on Thursday at 11:00 if I do not
hear from you to be sure to give you this information and
start your savings.

I hope you can see that the curiosity generated by this
example will increase the odds of a call back. Curiosity
can move your call up the priority pile.

Explaining The Price

Another use of the power of curiosity is in dealing with
price. In most sales situations, the customer wants a
brochure and a price. The salesperson wants a sale. Who is
getting what they want in most of your sales situations?
Curiosity can help. Weak salespeople blurt out the price.
Some even write it on a card or a brochure and give it to
the prospect, creating a "license to shop". Stronger
salespeople have reasons why they need to customize the
price for the client. They use this leverage to find out
how many units the customer wants per month, when they want
it installed, terms and many other factors that get the
conversation going and gets the customer revealing what
they want and need. Never reveal the price too early. Great
salespeople use the order form as worksheet to estimate
custom process and then simply get it signed at the end. In
doing this, they are using the power of curiosity about
price to open up the customer.

In some industries it is customary to give a quote.
Estimates are important but they should be worked into a
closing situation and never "left" or stapled to a card or
brochure. Remember that if the customer has a brochure and
a price, they don't need you any more. No wonder they will
not call you back or set up a second meeting. If you want a
sale or a second meeting, you need to keep the customer
curious so they want more.

These are just a couple of ways to use the tremendous
leverage of the power of curiosity. I hope you use
curiosity to increase your sales and profits. Remember not
to give too much information. We are not there to educate,
we are there to sell. Many salespeople who do great
presentations but sell little have simply revealed to much.
Use the power of curiosity to keep the most important
information to yourself until you can trade the customer
what they want for what you want.

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This is a a free sales training article by Carl Davidson.
For more free tips visit our bklog at
http://www.sales-solutions-now.com You can download a free
evaluation copy of Carl Davidson's book "If You Can Make
Love, You Can Make Sales" which is a sales system based on
the fact that people buy the same way they fall in love.