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Casual Articles - Finding the Need is Only Part of the Sale
Assets are not ends but means to some useful ends. Prudently managed assets can result in incredible gains. Assets can be tangible as well as intangible. A skilful management of assets leads to their complete exploitation and saving of organization funds. Inefficiency in management of assets can lead to loss of funds in the company and so its poor performance.Any business is constitutive of numerous big and s
By asking 'do' based question you are creating a conversation which engages your prospect. When performed at its best, selling is an extended conversation; it is not an interrogation by the salesperson, and neit
Where can I advertise to get good results? 1. There are BILLIONS of Websites and blogs. Use a search engine like Google to find Websites and blogs that interest you. Now start surfing. When you find one you like and/or that you know has a good amount of traffic, contact the Webmaster (there's usually a "Contact Us" link in the footer or header of most sites) and ask about advertising on their sit
Well, the problem with that approach is that it only addresses part of the pie. Think about it. What do you do when YOU need something? Let’s say you need to buy a new computer; do you sit around and wait, hoping that a computer salesperson is going to call you? NO, of course not; you go out and you fulfill your need.
So, as a salesperson, if people really NEED your product or service they will pick up the phone and call you to place an order. If that’s the case, why aren’t you selling more??? Oh, you say, they’re buying from your competitor. Or, you might tell me, 'Well, they just don’t KNOW that they need my product or service; my job is to 'find the need' and to 'build their pain.'
Let me give you another way to think about this…suppose, just suppose for a moment, that instead of just focusing on 'needs' we broaden our thinking: as a salesperson you want to find out about what people DO. Your job is to find out and understand what they’re doing now, how they’re doing it, who they’re doing it with, when they’re doing, why they’re doing it that way, and then to help them do it better. Makes sense, right?
When you adopt the DO philosophy over the NEEDS philosophy, your thinking and the questioning will become much broader. By asking 'do' based questions you get better information from your prospects, which in turn allow you to make a proposal that will make much more sense to the prospect. And the only reason people buy something is because it makes sense to them.
By asking 'do' based question you are creating a conversation which engages your prospect. When performed at its best, selling is an extended conversation; it is not an interrogation by the salesperson, and neith
In order to get your audience to buy in to your message, you must prepare and deliver it in a way consistent with adult learning theory. That means you must understand the limits to how much information an audience member can absorb at one time, and what form that information must take in order to first attract, and then keep, their attention.Of the literally thousands of slides our firm receives for review
So, as a salesperson, if people really NEED your product or service they will pick up the phone and call you to place an order. If that’s the case, why aren’t you selling more??? Oh, you say, they’re buying from your competitor. Or, you might tell me, 'Well, they just don’t KNOW that they need my product or service; my job is to 'find the need' and to 'build their pain.'
Let me give you another way to think about this…suppose, just suppose for a moment, that instead of just focusing on 'needs' we broaden our thinking: as a salesperson you want to find out about what people DO. Your job is to find out and understand what they’re doing now, how they’re doing it, who they’re doing it with, when they’re doing, why they’re doing it that way, and then to help them do it better. Makes sense, right?
When you adopt the DO philosophy over the NEEDS philosophy, your thinking and the questioning will become much broader. By asking 'do' based questions you get better information from your prospects, which in turn allow you to make a proposal that will make much more sense to the prospect. And the only reason people buy something is because it makes sense to them.
By asking 'do' based question you are creating a conversation which engages your prospect. When performed at its best, selling is an extended conversation; it is not an interrogation by the salesperson, and neit
When Keisha Case decided it was time to go back to work and join the legion of working mothers, it wasn’t whether or not to return that was the tough decision – it was what to do.“My decision to get back in the workplace was mostly financial but when I look back I realize it had much to do with my education, too,” said Keisha, a working mother of one and former globe-trotting student and educator. “I
Let me give you another way to think about this…suppose, just suppose for a moment, that instead of just focusing on 'needs' we broaden our thinking: as a salesperson you want to find out about what people DO. Your job is to find out and understand what they’re doing now, how they’re doing it, who they’re doing it with, when they’re doing, why they’re doing it that way, and then to help them do it better. Makes sense, right?
When you adopt the DO philosophy over the NEEDS philosophy, your thinking and the questioning will become much broader. By asking 'do' based questions you get better information from your prospects, which in turn allow you to make a proposal that will make much more sense to the prospect. And the only reason people buy something is because it makes sense to them.
By asking 'do' based question you are creating a conversation which engages your prospect. When performed at its best, selling is an extended conversation; it is not an interrogation by the salesperson, and neit
Picking a career should not be so tough, after all as we grow up someone is always asking us; What will you be when you grow up? Well, that sounds simple enough and we have all had ample time to consider this, it is not like it is a new question? Yet we find so many students in High School and College who have no idea what they want to be when they grow up?Ask a College Kid sometime; What will you be when you
When you adopt the DO philosophy over the NEEDS philosophy, your thinking and the questioning will become much broader. By asking 'do' based questions you get better information from your prospects, which in turn allow you to make a proposal that will make much more sense to the prospect. And the only reason people buy something is because it makes sense to them.
By asking 'do' based question you are creating a conversation which engages your prospect. When performed at its best, selling is an extended conversation; it is not an interrogation by the salesperson, and neit
Neil Rackham turned the world of high-ticket salesmanship on its ear. By observing over 35,000 actual sales calls, he scientifically isolated & identified the specific behaviors exhibited by successful salespeople. He called it SPIN selling.Situation, Problem, Implication, Need Pay-off.It should come as no surprise that one of the things that he discovered was that successful salesmanship means asking
By asking 'do' based question you are creating a conversation which engages your prospect. When performed at its best, selling is an extended conversation; it is not an interrogation by the salesperson, and neither is it a 'product dump' where you aim to tell your prospect anything and everything you can about your services.
What are some examples of 'do' based questions? Well, here are a few:
• 'What are you currently doing about _______?'
• 'I’m just curious, what made you decide to do it that way?'
• 'How did you decide to do that?'
• 'What are you hoping to accomplish in the next quarter, year, three years…?'
• 'Tell me exactly what you do here?' Or, 'tell me what your key areas of responsibility are?'
• How was this decision made in the past?
• Will the decision process be the same this time around?
Take some time to make a list of questions that you can ask that are relevant to your business. Some of the questions may not seem to have a logical or direct tie to your product or service; that’s OK. In fact, that’s good! By focusing on what your prospects do and how they do it, you are opening up the whole dynamic of your sales call into a true conversation; one that will help you better understand the goals, objectives, and needs of your prospect. By broadening your conversation in this way you are then able to make the proposal or recommendation that will make sense to your prospect.
And, in the end, the only reason people buy something is because it makes sense!
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