Thousands of salespeople have attended seminars led by Mark Zokle and found success using his teachings. In the following brief discussion, Zokle offers some free advice on how to change your customer’s perception of you, your company, and your product or service.
Q: How can I ask about my client’s goals without sounding overbearing?
Mark Zokle: Strike up a conversation and establish a rapport. Once you have a feel for their personality, tailor questions to align with their buying style. For instance, if your buyer tends to open up when talking about how well they have served their customers, ask how you can help them stand out against any known competition.
Q: What is the “social proof technique?”
Mark Zokle: This is an effective strategy marketing professionals use to demonstrate that their company’s goods are desirable. Read this article’s introduction paragraph again. Were you a little more curious after hearing that I’ve mentored others like you before? Chances are you were, and hence, continued reading. You can easily accomplish this by showcasing client success stories online or in during your presentation.
Q: Should I tell my customer that they only have a limited amount of time to make a decision?
Mark Zokle: People respond to the idea that they will soon miss an opportunity. And while it’s perfectly acceptable to let your customer know about limited quantities and special promotions, don’t alter the truth to drive a quick sale.
Q: What is the best way to encourage my customers to take my advice?
Mark Zokle: You need to establish a pattern of keeping your word. Start small. If your product can help your customer cut data input time by 10%, for instance, work closely with them until that happens. Once they know you are true to your word and have their best interests in mind, you’ll have a better chance of getting them to listen to you regarding bigger projects in the future.