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Ask Questions And Get Rich

Aug 17, 2007
A young minister was asked by a funeral director to hold a graveside service for a derelict man, who had died while traveling through this area. The funeral was held well out into the countryside. This man would be the first to be laid to rest at this cemetery.

The minister was not familiar with the backwoods area and became lost. Being the typical man he didn't ask anyone for directions or stop on the way for directions. He had gotten lost but finally he arrived, an hour late. He noticed the crew and back hoe, but the hearse had departed. The workmen had stopped to eat their lunch. He apologized to the workers for his tardiness. They were nonchalant and continued their meal.

The young minister stepped up to the side of the open grave to find the vault lid already in place. He assured the workers that he would not hold them for long but this was the proper thing to do. The workers gathered around, still munching on their lunch. He poured out his heart and soul. As he preached, the workers began to say, "Amen. Praise the Lord and Glory." He preached like he never preached before.

As he finished and was walking to his car, he felt that he had done his duty and would leave with a renewed sense of purpose and dedication. He then heard one of the workers say to the others, "I've been putting in septic tanks for 20 years, and I ain't never seen or heard nothing like this before."

Ask your customers questions and make sure you are selling them what they want to buy. Solutions to their problems, needs and wants!

# 1 Rule in Selling is:
The seller who solves the customer's problems, needs and wants the easiest for them will get the sale

You can make selling a lot easier by finding out what the customer's real problems, needs and wants are.
For example: A person shopping for a million dollars of life insurance is not looking to purchase a million dollars of insurance. They are looking to give their family security.

When I go to the store to purchase a suit I am not looking for clothing. I want to solve my need and want to look good, look professional and have people believe I am successful.

How do you find out what the customer's real problems, needs and wants they want solved are?
Ask them.

It is easy: When a customer calls me and says, "I would like information about your sales growth programs."
I immediately ask, "Why?" They then tell me their problems, needs or wants.

If you STOP selling your products and services right now and start asking questions that enable you to solve the customers problems, needs and wants your sales and profits will increase. Guaranteed!
About the Author
Bob Janet uses 40 plus years of face-to-face selling and marketing experiences, combined with his unique fun-entertaining presentation audience involved style to help sellers gain and retain their most profitable customers. See all Bob's sales growth programs at http://www.BobJanet.com
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