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If We Could Give Just One Piece Of Advice…If we could give just one piece of advice to help membership sales reps be more successful, it would be to listen more, talk less. For you to be able to identify if chamber membership is a good fit for a prospect, you must understand what your prospects are up against on a day-to-day basis in their businesses. To do that you must ask the right questions and truly listen to the answers. We recommend you strive toward the 80/20 rule when you’re having a conversation with a prospect – meaning your prospect talks 80% of the time, you talk just 20% of the time. To achieve this ideal balance, you’ll need a plan. Don’t just wing it. Develop a series of questions that will help you understand the prospect’s business challenges and help you identify if a chamber membership could alleviate some of those challenges. Ask a question, then listen – really listen. Don’t rush the process and make no assumptions about what the prospect is telling you. Ask follow-up questions to be certain that you fully understand what they are talking about. Clarify, clarify, clarify. Move on to the next question only after you are certain you understand the answer to the previous one. It may take a while for you to perfect this method. You may start with more of a 50/50 balance, but the more you utilize this technique, the better you will get at asking the right questions to get the answers you need to make a recommendation on chamber membership. BONUS: Following the 80/20 rule not only helps you gain the information you need to determine if a chamber membership is the right fit for the business, it also helps build some quality rapport with the prospect. We encourage you to try this technique and let us know how it goes. We’re easy to talk to, and we want to help. Sign up to receive our Mid-Week Membership Sales Tip delivered to your inbox every Wednesday. |
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