And it's much easier to sell

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More to the same customer than to sell to a new customer. After all, the current customer has already gone through many phases and established the necessary relationship to make the purchase, while the new customer is at phase zero. But in order to achieve new sales, it is important to use the information that the customer gave you before closing the first purchase and ask new questions that expand the possibilities. The structure for upselling is to ask questions that: lead the customer to talk about the value they received on their first purchase; make the customer think about their needs; create a vision of even greater customer satisfaction; generate customer authorization for you to make a new offer.

For cross sell, the structure is to ask questions that: make the customer talk about the value they received on their first purchase; raise needs from their peers in the company; have the client recommend these pairs. Chapter 17: relationship  Bahamas Phone Number building questions. The most important thing a salesperson sells is himself. Without building a relationship of trust between customer and seller, nothing happens. And the most effective way to sell is to create conditions for the customer to reveal themselves at their own pace and listen genuinely and interestedly to their responses. The initial questions can be more generic, and then business-based, but after building some intimacy, understanding the perspective and being interested in the human being with whom you are talking is essential.



And at some point after the transaction is completed, it is important to ask questions to assess the quality of the relationship and satisfaction with the supplier company. And in well-established relationships, it is essential to ask questions to take the relationship to an even higher level. Chapter 18: commitment questions. A commercial relationship implies a commitment from the supplier to the customer, but also from the customer to the supplier. Mainly in situations where the customer's actions have a strong impact on the results obtained, which in turn generate or not repurchase and even affect the supplier's image in the market. Therefore, the supplier can and should ask questions that increase the customer's chance of success, even, if necessary, putting pressure and creating discomfort on the customer so that they do the right thing to obtain the result they want.