Colin Sprake explains why great salespeople ask questions and listen for the emotional drivers behind what customers say they need. A realtor selling a condo discovers the buyer's true need isn't the property itself, but security for their family.
Welcome to our Business Brilliance series. I'm Colin Sprague from Make youe Mark Training and Consulting. And thank you for joining us on this video section today. Today we're talking about selling. Some of you might think, no, I'm not a salesperson. I hate selling. I can tell you one thing though, you will love selling when you hear some of the quick little tips I'm going to give you in the next three to four minutes here today. If you want to visit our website, please do so@mymsuccess.com to get further information. But let's go back to selling what is really selling. Selling is not telling. Most people think if I tell you what you need that that's acceptable. Selling is never telling people what they need. The only way you find out what people need and what your clients need is by asking questions and listening. In our next video segment, I'm going to take you through the difference between listening and hearing. That's extremely enlightening for most people when you understand the difference between listening and hearing. But let's get back to need when you know the need of your customer. So we ask questions and we listen. We can find out exactly what the need of our client is. The more questions you ask and the more we listen, we will get down to the true need of our clients. Yes, the true need. Now what is the true need? The true need, which is different to just a need, involves emotion. Emotion is the most important part because you know when you get down to the emotion of a needle that you've got, down to what really is important to the person that you are selling. To give you an example for a realtor can sell somebody a condo, sell you a condo and you just say to them, I need a two bedroom, two bathroom condo in a specific area. They will then sell you a two bedroom, two bathroom condo because that's what they believe your need to be. If they ask enough questions and listen, they will find out maybe that you've got children who your children go to school in that area. You're looking for a house because you've got problems with your landlord, whatever it might be. The more you understand the need of your client and you hear their emotion involved, all you need to do is fill that need and sell to that need. That's very, very powerful. But the key thing in all of this though, like we say in sales, the good salespeople do all the talking. Great salespeople do all the listening. And when I talk about listening in our future videos, you will start to see how powerful listening actually is in making sure you cover the true need of your customers. So when you look at our next videos, I will go through that in more detail. And all I can say to you is thank you for watching this video on YouTube with us. Make sure you understand the true need of your customers by understanding as much about them in detail. Not just about their business, but about them personally as well. The more personal they make it, the more you attach to the emotions. So thank you for watching. I'm Colin Sprake with Make youe Mark Training and Consulting, based in Vancouver, Canada. I look forward to you joining us on our future videos. And remember, watch out for our video on listening versus Hearing, because that will make you think very differently. Not just about your business, but about your relationships as well. Thank you.
