HOME
Sales Mainpage
Enquiry
|
Looking At The Million Dollar Habit
by Gerry Robert
The most valuable comodity any salesperson possesses is "time."
It is self-evident that while everyone is endowed with 24 hours each day,
many salespeople do much more with their time than do others.
Critical to making the most of one's time is ensuring that people who
consume your time are likely to do business with you. Of course, to
increase the possibility of this happening requires more than effort on
your part. Some people simply could not do business with you even if
they wanted to. When you spend time with these people you are wasting
valuable selling time and reducing your opportunities for success. You
are spending time on non-money-making activities. Not something you
want to spend a great deal of time doing.
Understand the importance of qualifying
It is one thing to have a propect value your opinion because they feel
you have some philosophical or business compatibility. It is quite another
to confirm a sale to that prospect.
For this reason it is appropriate to build places into your sales interviews
to gather the information that you will need if you are to sell with
confidence.
There is no single moment when it is best to find out certain characteristics
about a prospect. This process is ongoing.
However, it is wise to get considerable information early in your encounter.
You may discover that a prospect simple does not hold sufficient potential
to warrant a major investment of time, effort and even expense.
When "qualifying" your prospect there is always the possibility of
appearing too inquisitive. It is important that your prospect feels
at ease; that rapport is not damaged.
Consequently before you begin any part of yoru sales effort that will
focus in eliciting information from your prospect, I recommend some very
specific terms of reference.
Use the proven introduction method
"(Prospect's name), if we are objectively to be of service to you, it's
important that I get the answers to a few questions. Do you mind if I
ask you these questions?"
Notice two words that are expecially important in this pharase. First,
the word "we" is relevant.
The word "we" implies that you represent more than just yourself and that
asking these questions is part of your normal duties and practise. It is
standard procedure! It carries the connotation that there is a group of
people standing behind the product/service you are offering.
Second, the word "these" is vital. It implies that you intend to ask
some very specific questions, questions with a purpose; a planned series
of questions.
This reference avoids any inference that you are about to begin a barrage
of pointless queries designed only with the intent to meddle.
Qualifying can be a sensitive time during any sales interaction. You must
avoid any apperance of prying or meddling. A preface to your questions
will reduce the possibility of your prospect resenting your questions.
Determine the five insight areas
When a prospect gives you a "go-ahead", you have the opportunity to gain
important insights into:
- Needs
- Wants
- Authority
- Financial Capability
- Dominant Buying Motive
To sell effectively you must gain insight into these five areas with any
prospect. You gain insight through the inteligent use of questions.
Specifically, you enchance the extent of insight by the inter-relationship
of the questions you ask.
In other words, while it may be possible to gain three pieces of
information from one question, it is often possible to deduce 25
pieces of information from five questions.
Two types of questions :
Closed questions ask a prospect for answers in very specific areas and
do not call for much flexibility.
These questions are called "closed" because the possible answers fall
with a few options, which are limited to very few possibilities. Typically
the answer to a closed question is either "yes" or "no".
Open questions ask a prospect to respond with any answer from within a
broad, perhaps unlimited range of answers. Open questions do not attempt
to structure or limit a prospect's response.
Knowing which mode of question to use to determine different categories of
information can be a great advantage in securing needed information.
Open questions encourage prospects to respond freely. Here are a
few example of open questions:
"What was the last supplier like?"
"If you could change one thing about these features what would that be?"
"How have the products serviced your needs?"
"Tell me about the pressures you face in this department."
"Who would be the best person to talk to and why?"
Close questions limit the possible answers to questions. Generally, they
must be answered by a "yes" or a "no" or a very specific or brief answer.
Example of closed questions:
"Have you ever thought of bringing in a person like me?"
"Has this programme ever failed you?"
Qualifying is not a "hit and miss" function in selling.
Keep in mind that open questions generally are useful for getting
more insight into a prospect's feeling, perceptions and expectations.
Closed questions are more useful for direction the conversation and
confirming understanding of either yourself or the prospect.
Determine what they need
People buy th nbenifit themselves. If there is not a sound, rational
foundation for making a purchase decision, then, your attempts to make
a sales will be greatly hindered and probably a foolish waster of your
energies and reputation.
"Needs" typically refer to logical considerations that can most often be
clearly defined. Typically, you should use closed questions that lead to
specific answers to determine a prospect's needs.
|
This Website Designed, Hosted & Marketed By:
WWW.MALAYSIA-BEST.COM
Internet, Marketing & Business Resources
Note: This website is created with the aim of providing a place for
Marketing personnels, executives, students, entrepreneurs, CEOs, COOs, COEs, and
business owners to communicate, share and learn from each other,
marketing techniques and strategies, business ideas and opportunities.
Instead of the traditional "negative competitive mindset", we can all benefit more
from a new WINWIN paradigm we call "positive collaboration mindset".
Instead of competing with each other blindly, and wasting much precious resources,
we can instead work together to produce
better products and services that satisfy the increasing expectations and needs of our
customers. In the new millenium, only companies that come together to work together will
eventually survive and make profits.
Apart from business ideas and strategies, this website will under permissible circumstances,
offer reports and articles that help enhance our life. It is often said that we can change our
life for the better while at the same time build a better world, if we put to practice our new
mindset and make an effort to help others as well, while we are working towards our dreams.
Through positive discussions and exchange of ideas, we can all inspire each other to great
heights. The most important thing is that, we believe that we can all help each other in life
and to achieve our dreams. Yes, we can all make this world a better place :)
If you happen to come across any broken link on this website, please inform us. Thank you and please
come again.
This Website Best Viewed With 800x600 Resolution
Copyright © 1997-2000 MBC Marketing And Business Resources.
All rights reserved. All trademarks are the properties of their respective owners.
Last Updated on March 15, 2000 Wednesday
For further information, please contact: webmaster@awesomelife.com
|
|
|
![[Awesomelife Logo]](../../alc-logo-med2.gif){kind=logo}
