Undivided attention

You may be asking yourself, "Why didn't I get the follow-up meeting with that recent prospect?" You asked all the right questions and got the answers you needed to qualify them. You had their budget, knew their goals and needs, and their time frame to make the decision. You knew who the decisionmaker was, were keenly aware of your competitors in play and felt that you had the perfect solution to meet their needs.

So why didn't it work out?

Unfortunately, this happens to many sales professionals, yet only one will earn the customer's business. While you may be asking good questions, you may not be asking the right questions. You want to ask the type of questions that make the customer take notice of who you are and what you have to offer. What makes them pay attention to you? What are the questions that get the customer to say, "Tell me more." 

Customers get bored when you ask the basic surface questions. These are the questions that you need to have answered to better understand the customer's situation so your solution can be positioned to meet the customer's needs. Customers already know their situation. They want to know what makes you different from the pack, and how you can help them in a way that provides value no one else can deliver.

Read the full story from our August issue here to find out what questions snow and ice contractors should be asking their customers.