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Personal Selling
Most business owners I know are good natural salespeople — they know how to get along with people, they want to serve, they’re not too pushy.
Sometimes, though, you need to apply a little pressure if your prospective client can truly benefit from your product or service — if you “let them off the hook,” you are not serving their best interests.
It takes guts to push people toward something you know is good for them. The most common reason we don’t is because we want to be liked. Another reason is we are not skilled enough to ask tough questions (ones that need to be asked) in a way that will deepen client relationships. When you get the knack for this you will be amazed at the results.
Developing the skill of asking the right questions, in the right way, at the right time will add substantially to your bottom line. When you deepen your understanding of yourself and your client, have excellent product knowledge, and have a map of your sales process, you will maximize your sales and profits in all situations.
