Hi Chris
I’m in the retail side of the drinks industry and I’m looking for an approach to customers that can’t be answered with a yes/no.
If I go in with “Can I help you find a wine?” – I just get a “No thanks….”
Now I’m sort of shut out from further interaction.
Any ideas/thoughts would be appreciated.
Cheers
Mark
Hi Mark
I would “open” the conversation up with Open Probes – questions that cannot be answered with a yes or no, rather than using “Closed Probes” which is everything else.
My blog post “The Great Big Questions You Should Really be Asking Your Prospects” might help, and has a free download sheet to keep handy.
Essentially open questions start with one of these six words;
Who; What; Why; Where; When; How
Try things like “What are you in the mood for tonight?”, “What will you be serving for dinner?” “What do you normally like to drink?”
None of these can be answered with a yes or no – but do remember how you feel in these situations though!
We don’t like to be “bothered” by sales people these days, so as sales professionals we have to “Earn the Right” – That means putting people at ease throughout the process.
Try to develop a few ice breakers in your down time – things like;
“Hi, we’ve just got some beautiful new wines on the list – what kind of thing are you looking for today?”
Hope this helps
Until next time
Chris
This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on
0844 293 9777 or request a call back by going to our Contact Page HERE.
You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.
We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.
Chris Murray
0844 293 9777
By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here
Varda Kreuz Sales Training 