BY : Barrett Riddleberger

The average sales rep only does one; the master knows all three.

Shared: From your friends TechAutoCareers.com® the online resource for the Automotive Sales Consultant

A casual chess player looks at the board and makes what they think to be their best move.
Skilled players may predict two or three moves in advance--their move, their opponent's
move, then their next move.

Gary Kasparov, Russian chess Grandmaster, once said that he could envision or project
out 14 moves in advance. He understood the "if/then" concept with exceptional clarity. He
could actually see where he was going to take his opponent. Checkmate.

Likewise, casual salespeople ask a prospect a question without giving much thought to the
next steps the sales conversation should take. But, in order to forge a path where they want
it to go, successful sales reps who know how to anticipate the buyer responses and are
ready to make their next move.

Here are three steps to take the sales conversation where you want it to go. Value.

1. Develop your questions in advance. Knowing the right question to ask in a given situation
becomes much easier when you have a list of them to choose from. Start with what you
need to learn as a result of your next sales appointment--challenges they face, goals to
achieve, deadlines, people involved. Write those down. Then write a question for each
item. When you find a question that works well for you, make note of it for future use.

2. Ask multiple, follow-up questions. Once you ask the buyer your questions. Don't stop with
their answer. The best answers come from follow-up questions like, "Why is that?" "How
does that impact your business?" "When did that happen?" What else?" "How much does
that increase your variable costs?" Once you get into the habit of asking good follow-up
questions, your sales will respond.

3. Listen to their answers with discernment. Don't think about what you're going to say next.
Clear your mind of interference and just listen. Remember, you've got your list of questions
in front of you. You can always get back on track if you forget a question. As the buyer
responds, apply your framework of knowledge and experience to understand what the
buyer is saying on multiple levels. You came to the meeting with objectives--well, your
buyer has objectives, too, and how he or she responds to questions will help you to
understand what those are.

For example, if the buyer responds to your question with their own question about price,
this could lead you in one of many possible directions. Perhaps it's an indication that the
buyer is qualified, ready to make a deal. Maybe they are testing you to see what kind of
salesperson you are. Maybe every other rep has provided a price, leading your buyer to
think that they can learn what they want to know in three minutes rather than the 30 you
have scheduled so that you can learn what you need to know.

This is not always a straightforward process, because it calls upon your experience as a
salesperson, and no two people's experiences are ever identical. Again, it's based on
"if/then". Fourteen moves is probably more than you need to plan. By developing questions
in advance, asking, and planning what to do with the responses, you can become the Gary
Kasparov of the sales call.

For your customer, that's Value. For your competition: Checkmate.

P. S. Urgent if you’re looking to optimize your interpersonal skills for success order a copy of " How to Succeed in the Automotive Sales Industry " @TechAutoCareers.com. Then settle in for a satisfying read that will surely enhance your interpersonal skills for success this year, it is not just a book but a service.

If there is anything thing we can answer for you please do not hesitate to get in touch with us @TechAutoCareers.com® we are looking forward to working with you - and hopefully conversing with you. Again, thanks from I.C Collins and Tammi Collins @TechAutoCareers.com® Feel free to be yourself get to know our members on Facebook, Google+, and Linkedin.

We want to take a minute and THANK all the people that comment, like, and share our posts daily. We appreciate you all @TechAutoCareers.com

Now it's your turn. What do you think? Is this something you can benefit from or do you have a few tricks up your sleeve that are just as powerful? Make your voice heard by leaving a comment below. Don’t forget to hit the share button if you know others who will find this post useful.

I.C. Collins ~ Author, Educator, Trainer and President: Has One Simple Goal: I believe it is my mission and purpose to remind you, that you are meant to have the best life possible! You were created with intention and purpose and I am here to simply help guide you through your life’s journey.