How do you manage to turn prospects into happy customers? Illustrate from one of your past job experiences
This is a potential job interview question for salesmen.
Let’s explore how to provide an amazing job interview answer to the question above.
As a top salesman, you have done your homework. You know your products and services and the benefits they can provide to your prospects.
You have also identified the perfect target customers and your prospects belong to such group.
But you still have to convey that information to them. You still have to persuade them that they need your products and services.
It could very well be that they are not even aware that they have such needs.
We can learn from God’s wisdom demonstrated in an amazing story in the Bible book of Genesis. God had just created Adam and gave him an assignment to perform.
First of all, how do you know you made happy customers ?
Well, most likely, they will tell you or others around them.
Let’s examine the following statement :
« This is now bone of my bones and flesh of my flesh. She shall be called Woman because she was taken out of man. »
Can you perceive the excitment in these words ?
Can you tell these words are coming from a delighted customer ?
He is saying : « Now, this is exactly what I needed, this is exactly what I desired, this product completely fulfill my expectations, it looks like tailor made for me. Wow ! I am excited, this product definitively belongs here… »
The alternative is having to face customer resistance to change, having to find a way for them to adopt the perfect solution you have just implemented for them, having to use the perfect product you have just delivered to them.
But how can this be achieved ?
Let’s examine few more details from the Genesis story which relates what preceeded this statement of customer satisfaction. There is so much business wisdom in the book of Genesis, if you can put off your religious glasses.
Gen 2:19 And out of the ground Jehovah God formed every animal of the field and every fowl of the air, and brought them to Adam to see what he would call them. And whatever Adam called each living creature, that was its name.
Gen 2:20 And Adam gave names to all the cattle, and to the birds of the air, and to every animal of the field. But there was not found a suitable helper for Adam.
Gen 2:21 And Jehovah God caused a deep sleep to fall on Adam, and he slept. And He took one of his ribs, and closed up the flesh underneath.
Gen 2:22 And Jehovah God made the rib (which He had taken from the man) into a woman. And He brought her to the man.
At the beginning of this story, we have a prospect, completely ignorant about his own needs.
But God knew very well about Adam’s needs : a suitable helper.
He knew the solution to that need and how to implement it. He had all the knowledge required.
But still, he needed to make his prospect, Adam, fully aware of his need.
This is a common situation for all salesmen, or business persons in general.
We can see the implementation of a 3 steps strategy :
• First step : apply sales wisdom to turn the prospect into a customer. This means : don’t tell them directly about their needs. Make them realize it.
That is the best way to overcome sales resistance, to overcome objections. Drive them through the process of self needs analysis. There are different methods for achieving this. In this story, God gave Adam an assignment (name the animals) to make him realize that :
o All animals were created males and females
o He was the only being that was only male
o He was different from all the animals
At the end of this assignment, the truth became quite obvious to Adam : he was in a desperate need of a suitable helper.
• Second step : Quality implementation. Now you have to implement the solution or manufacture the product. The lead fulfillment needs to be superbly executed, with high standards, and great attention to details. Control quality is essential in this step.
• Third step : When completed, you need to deliver the quality product or solution to the customer. Even this delivery phase needs to be perfectly executed.
If you follow these steps diligently, you will make happy customers that will give spontaneous testimonials about you.