Do want to be known as "The Expert" or "The Guru"? Do you want to advance your career and income? If you answered yes to both of these questions then you need to become a "Top Performer" in your profession. Whether you are now a Manager, Executive, Consultant, Sales or Service Specialist, then Communication and Questioning skills will be one of the keys to your success. Experience and knowledge in your area of specialty may make you an above average performer, but to be a "Top Performer" start implementing the following 13 Communication and Questioning skills and action items today.
Top performers are successful by being honest, respecting a clients intelligence and focusing all their energies on how to make a difference in a clients life. After reviewing the following "Top Performer" Communication skills and action items, you will know how to be more effective, efficient, and successful.
Improve written, verbal, and listening skills to get your meaning across to key decision makers.
1. Always tell your customer why they should buy/use your offering. Use plain English (no technical terminology) and describe the benefits. Example, "Produce a widget in ½ the time" or "Services are performed in ½ the time and at ½ the cost".
2. Listen naively instead of defending and debating. By keeping an open, unbiased mind and keeping the customer talking, provides valuable information that can be addressed in the future.
3. Customers will better understand information if told as a story. Instead of showing and describing numbers, statistics and technical points, tell them a story about customer experiences with the offering, how they used it, and the value they received.
4. You have a 50% greater chance of success by translating raw data into simple words, knowledge, and wisdom that customers can use to make smart decisions. Turn raw data into a story.
5. Highlight how easy your offering is to use.
Questions to ask your customers daily.
1. Ask your customer, "What makes our offering different over a competitors?" This will provide honest, unbiased feedback that will help position your offering with current and future customers.
2. Call customers personally to see how they like your offering. Ask, "Does "XYZ" offering meet or exceed your expectations?". Then ask if they have any questions.
3. Ask customers, "What can I do to win more of your business?". This direct question will provide valuable information for the future.
4. Continue to ask your customer "What's new?" You will increase your odds of learning more, quicker. Do not assume you are up to date on what is going on.
5. Ask customers open ended questions using "Why". Example, "Why is it important to increase your production?".
6. Ask the customer "What are the little things that annoy them?". Then fix these details.
7. Ask the customer "Do you ever expect to make a purchase?". This sets off events of deep thought and consideration.
8. Ask the customer "What are they looking for and what is most important?".
Copyright 2006 Dennis Sommer
Dennis Sommer is a widely respected and world renowned authority on sales, business development and leadership performance improvement. He is a leading adviser, author, and speaker providing clients with practical strategies that improve personal and organization performance. With nearly twenty years of business development and leadership experience, he has consulted on over 200 critical business and technology initiatives for Fortune 1000 companies. Dennis can be reached at Dennis@btrconline.com or http://www.btrconline.com |
No comments:
Post a Comment