Become A Sales Rainmaker in 5 Minutes By Using This Simple Method

The sales rainmaker is different from the guy or gal with the gift of gab. Neither is it the person that can sell snow in the winter; that kind of salesperson reminds everyone of the sleazy car salesman stereotype that no one wants to deal with. We as humans love to acquire things, and buying is a habit we all have. People are buying stuff every day, whether it's something they want or need. You buy the things you need because, to you, they are essential. You purchase the items you want because, to you, it's a desire. A natural sales rainmaker's job is to elicit wants or needs when interacting with a potential customer. That's the kind of salesperson that gets more referrals than they can handle.

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Think of your favorite restaurant, and why you keep asking for the same server anytime you are there with your family or even when you are alone. How does that server make you feel? You probably like a host of things about that server. She welcomes you with a greeting and asks where you would like to sit. She asks you about your day or your week. She remembers your starters and asks if you'll want to start with the usual. The experience gave you good emotions from the beginning to the end, and for many years that has kept you going back there again and again.

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Let us contrast that with the salesperson who finds a way to sell you something you didn't want or need. You felt pressured to do it, and you bought it. You went home with your new purchase, resenting yourself for buying something you don't have a use for. What emotions do you feel about this kind of salesperson? Is this someone you will refer your friends, associates, and family to? The answer is probably a resounding NO. And rightly so because that salesperson never cared about you at all. The SALE was the only thing that mattered to this salesperson.

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Any salesperson with the attitude of serving the customer is on the way to becoming a sales rainmaker. When you do, it's not about you but about whomever you are helping. Your mission statement as a salesperson is to constantly think about the benefits you will bring your customer if they decide to buy from you. A salesperson in the service business understands that to serve, you'll have to know the wants or needs of your customer. Unless you can accurately read people's minds, which is nearly impossible, you cannot understand their wants or needs without asking the right questions and the right way.

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The right type of questions is not leading questions. They do not start with verbs like Is, Do, Can, and Does. These types of questions invite a yes or no answer. In sales, you want to ask open-ended questions using who, where, which, what, when, and how.

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Examples of very-led questions:

Is the cost of this equipment too expensive?

Can we work on delivery dates tomorrow?

Does this proposal cover everything we discussed?

Is there anything else you need?

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Examples of open-ended questions:

What price is fair to pay for this equipment?

When can we work on delivery dates?

How do you see this proposal?

What else do you need?

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Open-ended questions' effectiveness is inviting the customer to give you more information. You are not looking for a yes or no answer because you want your customer to provide you with all the details. The more information you have, the better equipped you are to handle any hidden or unspoken problems. The customer gives you the information in their own words.

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The buck does not stop by asking the right questions but by asking the right way. According to Albert Mehrabian of UCLA, a conversation contains three elements:

1.????Body language – 55 percent of the message

2.????The tone of voice – 38 percent of the message

3.????The words themselves – only 7 percent of the message!

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So, when you ask your questions, watch your body language (if the customer is in front of you) and the tone of your voice. The tone of your voice must show concern, and it's not something you can fake even if you try. Remember the example of the waiter in your favorite restaurant. If she was faking sincerity, I'm sure you'll notice right away.

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When I first started in sales, I was always in my head thinking of what I'll say in other to impress my prospect. Even when I asked questions, I wasn't paying attention to the answer because I was thinking of what I'll say next—apologies to all the prospects who had to deal with me in my amateur days. When you go to a doctor's appointment, you want to be asked questions and know that your doctor is listening to you and taking notes. People know when you are really listening. Imagine if all your doctor did was talk without asking enough questions. I'm sure you would not continue visiting that doctor.

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A salesperson is a consultant, no different from a doctor or lawyer. Your primary job is to seek to understand first and then provide a solution. Your primary job is not to be eloquent in speech or to be an elocutionist. When your prospect is in pain and needs a solution to their problems, I can assure you that how well you articulate your words is not number one in their mind. I'm not saying there aren't any benefits to being articulate or eloquent; of course, there are, but these are not the primary things your prospect is looking for when they engage you.

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As a salesperson, your customers expect you to be a professional; a professional is thinking about solving his client's problems. As a matter of fact, it's your fiduciary responsibility.

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I'd love to hear your thoughts; what has selling been like for you?

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Please Like, Comment, and Share if this article resonates with you.

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Christopher is the President of Fountain Fleet Solutions, a consulting firm for fleet safety management.

You can find out more at www.fountainfleetsolutions.com.