Three Questions You Must Answer

One of the best leadership and salesmanship principles I ever learned was taught to me by my good friend Ralph Haire.  He said to me one day "DJ, tell me, what are the three questions you must answer in the mind of every prospect before you can close a sale?"  Of course I was baited and pleaded innocent.  "There are three things that prospect is asking himself regarding you, if answered in the affirmative will result in closing the deal."

1.  "Does he know what he's talking about?" - "Simply said, do you know your product or service well enough to convince him to believe that the product or service will do what you are representing it will do?"

2. "Can I trust him?" - "Is he telling me the truth and can I depend on him to support the product or service post sale?"  "Will he do what he says he's going to do?"

3.  "Does he care about me?" - "Does he care about me and what I need?"  "Does he care about me enough to get to know me and a little bit about me personally?"

Knowledge, trust and care are three critical items not only to the art of selling but to the art of building relationship, respect, and rapport.  Master them and they will enable you for great success!