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Casual Articles - How To Uncover Needs Or Wants Painlessly Using The JFA Funnel Technique
Shrink wrap films are the most popular and inexpensive materials used for packing. Nowadays, shrink wrap films are available in a variety of models and sizes. Commonly used types include polyethylene shrink film, PVC shrink film and polyolefin shrink wrap. They pack products such as boxes, tapes, CDs, food, DVDs, videocassettes, jewelry boxes, photographs and frames.PVC shrink films are used for packing non-perishable items, and are available in eye-catching colors. This type of film will shrink at low heat. Though PVC shrink film is approved by Food and Drug Administration (FDA) for food packing, it has a pungent odor.Polyolefin shrink wrap film is a combination of polyethylene and polyethylene. It is more transparent and smoother than PVC shrink film. It usually requires high temperatures to shrink, but also works well with one step shrink wrap machines. Polyolefin shrink wrap films are m
Once again our 80/20 rule comes into play. You should analyse your questioning so as to make sure that you ask 80% open and 20% closed questions.
Unfortunately closed questions are easier to ask and if we have a compliant client, we lapse into the bad habit of reversing the 80/20 rule and asking mainly closed questions. When you ask closed questions, even with the compliant client, you are doing yourself a great disservice. It will be as much by luck as by judgement that you are getting any information at all and what you do find out will be limited.
Once the art of asking open questions is mastered, we take the types of questions and expand and define them a little further, so
Call centers are created by organizations to receive inbound calls for varied day-to-day business reasons. Since companies invest tremendous amounts of money into customer- care relationships, they carefully monitor customer perceptions of their efforts to serve them. There’s a growing awareness in the business community that customers are unhappy dealing with computerized message delivery systems. Callers tend to perceive interactive voice response systems (IVR), voicemail, and even a standalone answering machine as too formal and not user friendly. Call centers and answering services that feature live phone operators are viewed much more positively by callers, and give companies a more personal, caring and relaxed image.Inbound calls to any organization generally fall into one or more categories; calls are placed to obtain information, report a problem or error, or ask for assi
The key to uncovering needs lies in good questioning techniques. Questioning is a skill that requires much practice and concentration but once mastered serves you well because it allows you to:
Sell Not Tell
Most emerging salespeople talk too much. They’re good talkers, they must be salespeople or all you need to be a salesperson is the gift of the gab, are often heard misnomers. Most prospects, at the sales stage, come to expect that a salesperson will probably talk at them, for too long and about very little, especially their needs. You want to do the unexpected with your prospects and sell not tell. Do remember that customers and prospects are most comfortable when they are part of the process and not part of the audience.
Listen
If you are talking you are not listening! If you do not listen you will never find out enough information about the prospect or their needs. Apply the 80/20 rule, you should use questioning techniques so that the prospect is doing 80% of the talking and you are only doing 20%.God provided us with two ears and only one mouth and we should use them in that order.
Uncover Needs, Painlessly
Rarely do you receive information unless you ask for it. You need information to sell your services or products and look for future sales possibilities. Skilful questioning means that you do not seem to be imposing on the prospect by asking too many questions.
Maintain Control
Using questioning techniques you can control the prospect in almost any given situation. You can guide the prospect towards acceptance of your solution. Should you need to, you can use questioning techniques to regain control.
Probably the single most important skill that a salesperson can possess is good questioning techniques and it is certainly one of the most under estimated and under used selling skills. Several other sales techniques also rely heavily on your ability to ask questions effectively.
Types Of Questions:
There are basically two types of questions, open and closed (sometimes called indirect and direct). Open questions are used to get people to open up and provide information whilst closed questions are used to solicit commitment and will prompt a yes or no answer.
Once again our 80/20 rule comes into play. You should analyse your questioning so as to make sure that you ask 80% open and 20% closed questions.
Unfortunately closed questions are easier to ask and if we have a compliant client, we lapse into the bad habit of reversing the 80/20 rule and asking mainly closed questions. When you ask closed questions, even with the compliant client, you are doing yourself a great disservice. It will be as much by luck as by judgement that you are getting any information at all and what you do find out will be limited.
Once the art of asking open questions is mastered, we take the types of questions and expand and define them a little further, so
Look upon yourself as a company with a product or service to sell. Understand your market and devise a dynamic marketing campaign, remembering that companies hire employees who offer them the best results and the best value for money.Begin by identifying your skills, qualifications, and accomplishments. Adopt a customer-focused approach. What benefits and results can you offer employers? Are your skills marketable and up-to-date?Employers are in the market for team-players and problem-solvers. They want to see evidence in your CV or resume of specific, quantifiable accomplishments.Determine what additional skills you need to develop to make yourself more marketable. Take advantage of all opportunities for continuous learning and professional development.Successful businesses win customers by developing a unique selling proposition. To give yourself a competitive advantage,
Sell Not Tell
Most emerging salespeople talk too much. They’re good talkers, they must be salespeople or all you need to be a salesperson is the gift of the gab, are often heard misnomers. Most prospects, at the sales stage, come to expect that a salesperson will probably talk at them, for too long and about very little, especially their needs. You want to do the unexpected with your prospects and sell not tell. Do remember that customers and prospects are most comfortable when they are part of the process and not part of the audience.
Listen
If you are talking you are not listening! If you do not listen you will never find out enough information about the prospect or their needs. Apply the 80/20 rule, you should use questioning techniques so that the prospect is doing 80% of the talking and you are only doing 20%.God provided us with two ears and only one mouth and we should use them in that order.
Uncover Needs, Painlessly
Rarely do you receive information unless you ask for it. You need information to sell your services or products and look for future sales possibilities. Skilful questioning means that you do not seem to be imposing on the prospect by asking too many questions.
Maintain Control
Using questioning techniques you can control the prospect in almost any given situation. You can guide the prospect towards acceptance of your solution. Should you need to, you can use questioning techniques to regain control.
Probably the single most important skill that a salesperson can possess is good questioning techniques and it is certainly one of the most under estimated and under used selling skills. Several other sales techniques also rely heavily on your ability to ask questions effectively.
Types Of Questions:
There are basically two types of questions, open and closed (sometimes called indirect and direct). Open questions are used to get people to open up and provide information whilst closed questions are used to solicit commitment and will prompt a yes or no answer.
Once again our 80/20 rule comes into play. You should analyse your questioning so as to make sure that you ask 80% open and 20% closed questions.
Unfortunately closed questions are easier to ask and if we have a compliant client, we lapse into the bad habit of reversing the 80/20 rule and asking mainly closed questions. When you ask closed questions, even with the compliant client, you are doing yourself a great disservice. It will be as much by luck as by judgement that you are getting any information at all and what you do find out will be limited.
Once the art of asking open questions is mastered, we take the types of questions and expand and define them a little further, so
1. Question the franchisor: The decisions that you make about your potential business will need to be based upon information from very pointed questions to the franchisors. Questions such as, what is the initial franchising fee. These fees vary from franchise to franchise and could run as high as several hundred thousand dollars.More than likely you will also be required to pay an advertising fee to help promote the franchise. You will need to know the amount of that fee, or how it is figured (sometimes figured on a percentage of sales) and how much of that is used for local advertising and how much for national exposure.Royalty payments are payments to the franchisor for the use of the franchise name. These are usually figured as a percentage of weekly or monthly gross sales. Again this number can vary from franchise to franchise and should be well understood before proceeding.
Uncover Needs, Painlessly
Rarely do you receive information unless you ask for it. You need information to sell your services or products and look for future sales possibilities. Skilful questioning means that you do not seem to be imposing on the prospect by asking too many questions.
Maintain Control
Using questioning techniques you can control the prospect in almost any given situation. You can guide the prospect towards acceptance of your solution. Should you need to, you can use questioning techniques to regain control.
Probably the single most important skill that a salesperson can possess is good questioning techniques and it is certainly one of the most under estimated and under used selling skills. Several other sales techniques also rely heavily on your ability to ask questions effectively.
Types Of Questions:
There are basically two types of questions, open and closed (sometimes called indirect and direct). Open questions are used to get people to open up and provide information whilst closed questions are used to solicit commitment and will prompt a yes or no answer.
Once again our 80/20 rule comes into play. You should analyse your questioning so as to make sure that you ask 80% open and 20% closed questions.
Unfortunately closed questions are easier to ask and if we have a compliant client, we lapse into the bad habit of reversing the 80/20 rule and asking mainly closed questions. When you ask closed questions, even with the compliant client, you are doing yourself a great disservice. It will be as much by luck as by judgement that you are getting any information at all and what you do find out will be limited.
Once the art of asking open questions is mastered, we take the types of questions and expand and define them a little further, so
Develop your skills and talents to perfection and outsource what you lack. If you have a talent for writing, become the perfect salesletterwriter and if you don't know how to build a web site let an expert do that for you. By using education and outsourcing all tasks in your business are done well and you stay ahead of your competitors.1. Your Objective and StrategyIf you organize your business you formulate an objective and develop a strategy to reach that objective. You also define the tools that you need to make the strategy work. Like sales letters, budgets, investment in hardware and software, education has to be an integral part of your tool box. When you have the whole picture ready you have a very good idea what skills and abilities you need to bring the journey to a good end. But there is another thing.2. ChangesWe live in a time of rapid changes. Everything around us
Probably the single most important skill that a salesperson can possess is good questioning techniques and it is certainly one of the most under estimated and under used selling skills. Several other sales techniques also rely heavily on your ability to ask questions effectively.
Types Of Questions:
There are basically two types of questions, open and closed (sometimes called indirect and direct). Open questions are used to get people to open up and provide information whilst closed questions are used to solicit commitment and will prompt a yes or no answer.
Once again our 80/20 rule comes into play. You should analyse your questioning so as to make sure that you ask 80% open and 20% closed questions.
Unfortunately closed questions are easier to ask and if we have a compliant client, we lapse into the bad habit of reversing the 80/20 rule and asking mainly closed questions. When you ask closed questions, even with the compliant client, you are doing yourself a great disservice. It will be as much by luck as by judgement that you are getting any information at all and what you do find out will be limited.
Once the art of asking open questions is mastered, we take the types of questions and expand and define them a little further, so
Marketing by Prospecting™ - a system of using marketing tools with prospecting skills.It is a strategy designed primarily for the small to medium sized business that doesn’t have a large marketing budget. Also, for divisions within large companies that simply don’t get the big marketing dollars.Marketing by Prospecting first involves preparing the variety of marketing tools we use to grow our business. Then, the means we use to get these marketing tools in front of our potential customers is Prospecting skills.Because the lines between Marketing and Prospecting tend to blur quickly, why not just face facts - our Marketing work requires Prospecting skills -hence, Marketing by Prospecting.By the way, the reverse also has implications here, Prospecting by Marketing©, but we will address that somewhat differently, more on that later.As I have been writing for the last few
Once again our 80/20 rule comes into play. You should analyse your questioning so as to make sure that you ask 80% open and 20% closed questions.
Unfortunately closed questions are easier to ask and if we have a compliant client, we lapse into the bad habit of reversing the 80/20 rule and asking mainly closed questions. When you ask closed questions, even with the compliant client, you are doing yourself a great disservice. It will be as much by luck as by judgement that you are getting any information at all and what you do find out will be limited.
Once the art of asking open questions is mastered, we take the types of questions and expand and define them a little further, so that we can uncover and then develop needs:-
Open Neutral Questions - These get uninfluenced and non specific answers
Open Leading Questions - For long, influenced, specific answers
Closed Questions - To solicit a short, influenced answer, usually just yes or no
The Funnel Technique:
This is a questioning technique, or rather a structure, to use the technique within, that keeps you on track as you guide your prospect towards your service or product offering once you have uncovered the needs.
The technique relies on you using the prospects own words back to them and you must take notes. You will need to remember what the prospect says both now and possibly well into the future so do not rely on your memory
Steps Of The Funnel Technique:
There are four steps to the technique but that does not necessarily mean that it will always be only four questions:
1. Motivate, why you are asking the questions
2. Open neutral questions, to get non-specific, un-biased information
3. Open leading questions, to get specific, biased information
4. Summary and gain commitment with closed questions
Step One:
The first step is to motivate the prospect. You are going to hit the prospect with a barrage of questions so you want to prepare them for it. The best way to do this is with motivation not justification. You might consider using something they said to provide some positive stroking. For example you might make reference to the size of their company or department. They will be on the edge of their chair waiting to tell you about it in more depth! Be careful not to sound too patronising but top salespeople are genuinely interested to learn as much as they can about their client or prospects business and are very good at creating rapport.
Step Two:
Now you have them relaxed, you can begin to probe for information, pegs to hang the sale on and hot buttons. You want to find out as much as possible with.out leading or influencing the prospect. You want to encourage them to talk. You could ask them for instance, how their your company structured or what the partnership does Never use closed questions or be too specific at this stage.
At the second stage you will more likely than not get several pieces of valuable information. You must take notes because you may want to go through the funnel with each piece and maybe several times.
Step Three:
Once you have started to gather information and uncovered the hot buttons you, use open leading questions to pin point specific areas that you want to explore, exploit or lead the prospect into. Again, during Step 3, do not use closed questions.
Step Four:
Now you summarise using their w
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