For example, if you ask the customer how your proposal sounds and he responds by saying,Cheap Antonio Cromartie Jersey, "That price sounds high." Pause for a moment and paraphrase by asking, "Are you saying the price sounds high?" Now shut up and let the customer explain. Don't assume anything. He may have a better price or he may have a simple concern that you can address. Let the customer tell you why he thinks the price sounds high. He might say, "Yeah,Detroit Lions Jerseys, I expected it to cost a hundred dollars or so but I suppose that since you have to do the electrical it's a fair price." Finally, after asking questions and listening, don't forget to ask for the sale. "Would you like to place an order?" For example, after explaining the fan's features and benefits and giving its price,Cheap Otis Sistrunk Jersey, ask the customer, "How does that sound?" This forces the customer to tell you exactly what he thinks of the product or the price. A response might be, "The fan sounds great,Cheap Aaron Maybin Jersey, but I can get it $50 cheaper at Bob's Hardware Supply" or "It sounds really good. When can you install it?" Had you not asked, the customer may have been content to hang up the phone and dial the next phone number. By asking this open-ended question you can find out exactly where you stand - and you may make the sale simply by asking it. In our exuberance about our products or services, it's easy to get caught up in the features and benefits of what we are selling. After all, the product is great and your customer should love it just as much as you do, right? And, you've been taught about the importance of the product's features and benefits. However, are you presenting the right product for your customer's needs? Is your customer trying to tell you something? Are you listening? Your customer will indeed tell you but you've got to ask - and you have to listen. "What if?" is also a powerful open-ended question that you can ask. "What if I can match Bob's price?" or "What if I throw in the light kit for free?" or "What if I can guarantee installation this weekend?" Consider this scenario for a moment. You are at your desk when a phone call comes in. The customer asks for a quote for one of your products, let's say a ceiling fan. You proceed to tell the customer about all of the fan's features and benefits, how you'll do the wiring, how the fan has a lifetime warranty, and its price. The customer says, "Thank you." Are you tempted to say "You're welcome"? Who wouldn't be? Good manners have been drilled into our heads since we were toddlers. However,Steelers Superbowl Champs Jerseys, this is a sales situation. This doesn't mean that good manners don't play a part; it means that you need to be a master of conversation. You have to shut up and let the customer speak. Customers don't generally speak up though,Cheap David Garrard Jersey, so you will need to ask open-ended questions. Here are two good ones: How does that sound? What if? You can ask questions all day long but if you don't listen to the customer's responses, you'll get nowhere and may even drive the customer elsewhere. Active listening shows customers that you have heard what they just said. Everyone wants to know that they have been heard and everyone wants to feel as if their concerns are being considered. Paraphrasing is an excellent active listening technique that both clarifies your understanding of what's been said as well as demonstrates that you are listening. It can also be combined with open-ended questioning techniques.