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  1. Donna Merrill
    March 20, 2016 @ 8:42 pm

    Hi barrie,

    determining what people want and value… and need… is so important in the sales process. it’s really immersed in what you talked about in part 1 of this series, building a relationship.

    part of building that relationship if finding out about your prospect… what they want, don’t want, value or don’t value… etc. the very best way to find out that info is to ask them. then when they tell you, make sure to listen very carefully, as you point out so well here 🙂

    -Donna

    Reply

    • Barrie Evans
      March 20, 2016 @ 9:26 pm

      Absolutely Donna. Thank you for your input. 😀

      Reply

  2. Dr. Erica Goodstone
    March 21, 2016 @ 12:32 am

    barrie,

    Excellent post and a huge reminder to me to ask questions, take surveys and find out what people say they want. I do know what my clients want since I always take an in-depth history. But somehow online I have not always taken the time to ask questions and wait for responses.

    I love your series on the steps to selling, still not my strongpoint but my understanding and knowhow is growing daily.

    Warmly,

    Dr. Erica

    Reply

  3. Joy Healey
    March 24, 2016 @ 11:11 pm

    Hi Barrie,

    An exellent reminder that what we’re trying to do, when selling, is solve people’s problems – and unless we ask, and listen, we won’t know what their problems are.

    Your image of the “ear” reminded me of the maxim that we have two ears and one mouth for a reason, and we should use them in the same proportion.

    Joy – Blogging After Dark

    Reply

  4. Sue Bride
    March 31, 2016 @ 2:56 pm

    I recently quoted on a web building job for someone wanting to sell his photographs online. Turns out he has health issues which means he often doesn’t have much energy. I came up with a solution to make it easier. Without knowing his circumstances the site wouldn’t have suited him and I likely wouldn’t have got the job. This was a prime example of needing to Build up rapport, asking the right questions, and listening.

    Reply

  5. ikechi
    April 19, 2016 @ 10:08 am

    hi barrie

    You are so right. it is the best wisdom that when it comes to selling. listening is far better than talking too much. when one listens to his customers, he can ask relevant questions which will better help him to understand the challenges and problems of his customers.

    thanks for sharing. take care

    Reply

    • Barrie Evans
      April 19, 2016 @ 10:53 pm

      Listening is the best skill Ikechi. 😀

      Reply

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