An important question to ask a prospect, part 3

Here’s a powerful question to ask any new customer. Somewhere in the conversation you have with them you ask, “Tell me, how much do you know about Widgets?” That’s assuming they’re buying widgets of course.

Now what do most people know about the products and services you sell? The answer is very little. So when you ask what do you know about them, they’ll probably say “not much”. And you can say, “Well you’re not Robinson Crusoe, you know there are 4 or 5 things that you should know before you purchase any sort of widget, let me explain.”

And what’s that done for you? It’s made you the expert. And you see when people are buying from you what they want is your assistance, your advice, your information and your ideas. They want your expertise. People buy from people they like, respect and trust and in whom they have confidence.

The way to build confidence is to give people the information they need. So try it. “Tell me how much do you know about widgets?”