GROW your business. All of us business owners want to increase our sales and build a team. It is a simple concept. We tend to make this simple concept into a more complex issue that it has to be.
Let’s start with GROW!
GROW is an acronym that we can use in our business practices. When dealing with a potential customer or recruit, remember to use G.R.O.W.
G-Get to know our prospect’s needs and wants through asking open-ended questions. Open-ended questions allow a person to elaborate on an answer. Whereas, a close-ended question is typically answered with a “yes” or “no.”
R-Recommend the right solutions to our prospect based on his needs and/or wants.
O-Offer a demonstrative story that connects to the solution that we are offering up to our prospect. For example, skin care problem can be helped with the latest cream. Then, share a story about how you or one of your current customers benefit from the new cream.
W-Work to next step such as offer a sample, to take the person’s order, or to follow up at a later date.
When using GROW, we have to clarify, communicate, and connect with our prospect. We have to clarify the prospect’s needs and wants through asking those open-ended questions.
We have to communicate clearly with the person so that we can offer up the right solution. Then, we have to connect the dots to meet the prospect’s needs and wants. If we are to meet the needs and wants of the potential client, customer, or recruit, then the person will feel that he has been heard.
When you are ready to make a recommendation for a possible solution to meet the person’s needs or wants, your conversation might go like this. “Given your (insert the person’s needs or wants), I would recommend (insert possible solution) which will (share relevant benefits of solution).
So, basically, it comes down to good old fashion communication. We business owners need to make the effort to communicate with our potential customers, clients and/or recruits.
They need to be heard, and we need to comprehend what they are saying to us so that we can meet their needs and wants. Pretty simple, don’t you think?
I hope that you found value in this article. Please feel free to contact me if you have any questions.
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