How often do you challenge your customers on the strategies and tactics they are using to manage and grow their small business? If your customers aren’t interested in changing their current approach, do you point out the ramifications of not changing? Challenging your customers may sound like a bad thing to do, but it’s actually not. In fact, it can lead to helping you foster better relationships and increase your sales.

Everyone should know that doing the same thing over and over again is most likely going to produce the same results. In other words, if your customers want better results, then they need to make changes. Most of your customers may not know what to change or how to change what they are doing. If you can show them a better way and challenge the status quo, customers are far more likely to buy what you’re selling.

Challenging your customer requires that you spend time establishing credibility by sharing insights on their current approach, and why maintaining this approach won’t achieve optimal results. This will generate a lot more interest in the solutions you could offer them.

Learning what your clients are currently doing by asking good questions will allow you to identify opportunities to facilitate the changes they need to make and is a pivotal part of the sales process. Solutions you offer to change the status quo are far more readily accepted by following this approach. Challenging your customers the right way can help you get more business.

Founder & President Jones Simply Sales, LLC

Dick Jones is the Founder & President of Jones Simply Sales, LLC. As a 4th generation sales professional, he has over 30 years of experience advising, coaching, consulting and working with small business owners.

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