How many times have you heard this question “are we on the
same page?”
In fact this is no more a question than a phrase that seeks,
gauges or tests understanding, capability or capacity.
If a teacher or facilitator asks this question, it is more
to make sure that the learners are in sync and not be left behind.
In sales this is an unspoken question. With the above
scenarios this question may be more in the literal format.
In sales however this is a question that you need to make
sure that you are answer by making sure that the client is with you along the
way within the sales process.
There is no worse situation than when you are trying to
establish value, gain trust or even try to close, and the client is not on the
“same page as you”.
To gauge this it means you may need to ask questions, probe
and test close.
There is no winner in a horse race if the horse reaches the
finishing post without the jockey who fell off half way and the horse kept on
running.
Labels: sales, selling, test close