39. Why should you ask for advice?
How would you like to have a magic formula that would turn the toughest customer into a best friend? The next time you are faced with a really tough customer, one that always gives you a hard time about everything, try this: Ask for their advice on something.
Sound too simple? Try it and watch what happens. Ask them how they would handle a certain situation. For example, ask a customer how they would sell to a certain individual that you both know.
Ask your spouse how they would handle something. Ask a friend or neighbor how to fix something. When you say to someone "I would like to ask your advice," you can almost see the person’s interest level increase.
The important point to remember when asking for advice is that it must be sincere. The best way to do that is to take notes while they are responding and pay close attention to what they are saying.
Asking for advice is an excellent way to make a person feel important, however, it also has another huge benefit. The advice you get about your company, your products, or whatever you happen to be asking about, may give you an idea that could lead to some substantial new sales.
Some examples of what you can ask advise about: New products. Changes in your service. How to sell another buyer or customer. What they think of certain product features. How can you improve your service.
Try asking for a favor. We actually like someone more after doing something for them. If we do someone a favor we will have a positive feeling toward that person. In our attempt to get someone to think highly of US we tend to do things for them. What you want is for the customer or prospect to DO SOMETHING FOR YOU and they will actually like you more.
Customers will find a way to buy from you if they like you. They will also find a way NOT to buy from you if they don’t like you.
The reason Thomas Edison sold all his inventions was simply this: Thomas Edison only invented things people would buy. To find out what people would buy he did extensive research and asked numerous experts their advice.
How many times have you come up with a seemingly brilliant idea, only to find out after investing time and money that it was all a waste of time. Perhaps the reason might be due to not seeking expert advice on the idea or project.
Comments:
There is nothing a person likes more than to be VALUED. Bob, you’re right on target about asking for someone’s Advice. When you ask for their advice, the internal chatter in a person mind stops and they will focus their attention on you. Advice accomplishes three different things. It shows you value them as a person; you have captured their attention (not always easy to do) and you put the client into a problem solving mode. One important point here is LISTENING, take NOTES and Don’t Argue!!!! The next step is to slide seamlessly into the rest of your presentation.
What do YOU think??
Teresa Cloninger
I have a few computers at home and, as we all know, things happen to them when you get online or start playing around inside the programs. The man I take my PC to for repair at first was just fixing it and giving it back to me. One time I asked what the problem was and he then offered to show me how to fix it myself. During subsequent trips to his shop he has shown me how to change parts in my PC which has saved me a ton of money. I think this is a good example of how asking for advice can be good for both parities.
Brian Spraggins
In general, people like to help others out. It’s human nature. Traditional recruiting methods teach us that rather than leaving a message that says “I am looking for a Cost Accountant”, rather say “You have been referred to me as an industry leader, could you help me with a project I am working on?” This usually appeals to their sense of ego (as does soliciting their advice) and also their sense of human spirit and wanting to help others out. It doesn’t hurt when they feel comfortable giving you more information than you initially requested….possibly even a referral.
Kristan Wilson
"You are right on with your strategy to ask for advice. I used this strategy the other day on a new product line I carry and I was able to submit a proposal for $26,000 to a customer who had shut me down on that same topic a week before."
Lewis Hoffman
"The next time you are faced with a really tough customer, one that always gives you a hard time about everything, try this: Ask for their advice on something."