Open with a question

Yesterday, I wrote about the need for freelancers to know their ABC’s.  It’s an old school sales mantra that helps earn commitment from prospects. But I missed a step in the process.

The key skill of a good sales professional is asking great questions and listening to the answers.

This is called the ‘need find’ in sales parlance. It’s the main bit of the conversation that helps the seller understand the needs of the potential buyer.

These questions serve to ascertain if there is a good fit for the product or service being offered.

Real connection starts with a question. Make sure you have a good one. As Seth pointed out yesterday, no one wants to feel hustled.