Unintended Consequences in Selling

For those of you that know me, recognise that I’ve always been on some sort of diet having struggled with my weight since I was 14. Just recently I changed a few things about my lifestyle and lost almost two stone in weight, now hovering around the 12.5 stone mark. To maintain my weight, I now follow the 5:2 diet, which means for two days a week, you limit yourself to about 500 calories a day only. The rest of the week you can eat as normal, enjoying the more…

Read More

How to Interrupt a Long-Winded Customer

We’ve all been there before; they just don’t stop talking. Now, this is positive as we can use their information to populate our factfind and figure out their needs and objectives. It’s also distracting, not a good use of time and quite tricky. So we need a way of interrupting them, to steer them to the conversation we want. Here’s how: You interrupt “Sorry to stop you there…”, “Sorry to interrupt…” Then immediately summarise what they had been saying. “Let me see if I’ve got this right…” “Let me recap…”…

Read More

10 Factfinding Tips

If you’re in the business of factfinding or exploring the needs of your customer before you give them advice or a recommendation, here are ten quick tips to use as an MOT or checkup: Focus on your non-verbals – your eye contact needs to be strong or appropriate for the customer, open body, gestures when talking. Use your head when listening – tilt your head to show interest, raise your eyebrows to signify curiosity. Freewheel first. Ignore your scripted questions on your factfind to start with. Just ask a solid…

Read More