If you haven’t seen Columbo, it’s a classic television show about a homicide detective with the Los Angeles Police department. His ability to pull the truth out of the individuals he interrogated right before he would leave the room was what made him special. Although not a salesperson, there are many sales lessons learned from Columbo which you can apply to your sales life.
From the video below, we were able to draw some key takeaways.
1. Ask the Right Questions
Columbo was always able to pull the right answers through his strategic questions. In sales, you may want to ask yourself first, “Why should the prospect see me? What value do I bring? What do I want to happen next?
2. Build and Show Rapport
Since the show’s successful run, one could argue the negative news cycle has eroded our sense of trust. Our favorite sales lessoned learned here is that a closer personal connection is subject to more successes. Don’t let the power of digital media change that.
3. Discover Hidden Needs
Ask transformational questions, not just transactional ones. By understanding the business entirely, you are able to separate yourself from the competition and create interactions that are built upon your value.
4. Truly Understand Issues and Implications
Understand the challenges that need to be addressed in order to realize that same value for yourself. Smart selling is pinpointing the extremities that can be impacted first, then addressing what would happen if there wasn’t a solution.
5. Make Sure Your Solution Fits
Make sure your answer is the right one. Just because it is the best option for one person, does not mean it is the same for the next.
6. Set Yourself Up for Commitment
If you are able to build enough excitement and ask the right questions, the client should close themselves. Establish an emphasis on trust.
For the full, original article, click this link: https://www.hnhsalesconsulting.com/single-post/2018/06/29/How-Columbo-Can-Teach-us-to-Sell
