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Complete Sales Mastery Course (Qualifying (What questions should I ask?…
Complete Sales Mastery Course
Qualifying
What questions should I ask?
How
effectiveness of past solution(s)
what worked/not
what was the result
avoid the same pitfalls
to achive better outcome
present how we are going to approach the solution
When
when is the time frame to deliver the solution/product/service
is this a one time project or is this an ongoing program?
Why
understating the why behind your customer's mentality
the big reason why what they're struggling with
what they are looking to achieve can be very very powerful.
Why is this for their strategy and tactics is very important and very powerful
ask the why to become trusted adviser and partner
solve organizational problems
personal development
promotion
bonus
Who
who's going to be involved in the decision making process and their role.
What
what is the need
what is the obstacles
what are we trying to solve for
what is successful looks like to you/how do you define success
specification
Parameter
Where
where is the solution the solution delivered to
to the company's customer
locally/internationally
to a certain department
next step
next appointment
to gather more info
to present the recommended solution
getting appointment with other key people
to get different prespectives
help build the total recommendation
goal
to learn enough about the customer
to recommend a solution
Presentation
Reluctant to change
overcome strategy
make it easy
delivery
decision making
payment term
follow customer way of business
eliminate risk
increase reward
current vendor tactics
Fear
going concern
may go out of business soon
can't make the delivery
disrupt operation
Uncertainty
Doubt
what happens if the arrangement doesn't work out
What doing now and what could be
project of what the customer can achieve
what achieving better result means to
the organization
to the person personally
emphasis on benefits not feature
personal reward for achieving better result/goal
benefit of the product/solution
make presentation
easy
understandable
make customer enjoy the product/solution
overcome objections
overcome objection
Techniques
test it
just run a test to see what the results are
lower cost
show your value
easy step
less risk
Feel, Felt, Found technique
I understand how you feel
Many of my best customers have felt the same way
important to know the real objection
And what they have found is by you know implementing your solution they get the number one benefit you're going to do
you are not agreeing with your customer
agreeing with the objection
LAER
Ackowledge
acknowledging that there was an objection
Explore
explore further to make sure that you're answering the true objection
Listen
listen carefully
Respond
in a really clear and concise and thoughtful manner
show overwhelming evidence
customer may not fully understand the solution
decision maker may not have read the proposal
you may not have addressed issue(s) that is/are important for the customer
do not embarass your customer
other customer case study
Common type
Budget objection
help the department get the money by taking to the supervisor
do a smaller solution to fit the budget
order placed for the next budget cycle
payment term
double check on qualifying phase
Competitor objection
probe
what do you like with the current vendor?
current strengths
what do you with could be better?
current weaknesses
learn where you stand against current vendor
lock in a contract
cost of breaking the contract for a much superior solution
customer is really happy with current vendor
what can you do the same or even better
unique value proposition
Fell Felt Found
small trial no risk order
do not bash your competitor
makes you look bad
argument with the prospect
will not get order
Ok to compare strengths and weaknesses with current vendor
Authority objection
I am not authorized
if you were the decision maker, would you buy our product?
talk to the ultimate authority
I can't sell this internally
make sure the person is agree with the solution
help the person to overcome internal objection / become advocate
Implementation objection
point out the cost of inaction
show the payoff is greater than the short inconvenience
emphatized the heavy work load
what can you do to make it easier?
Need and fit objection
statement
i dont understand how this help us
i am not sure this is the right solution
to do
probe more to get the real objection
more qualifying. has not done enough. ask more questions
underlying fear is not disclosed
Price objection
emphasized benefits
using words like investment is always better than saying cost.
default objection by customer
Is that the best price you can do?
how to handle?
overwhelming evidence
Fell Felt Found
value differentiation technique
focus on the delta from the customer price and our price instead of the whole number
breakdown to smaller unit so you get smaller delta number
adjust solution spec down to make up pfor the delta
If I get you that price, do we have an order today?
yes
start writing the order
no
ask more qualifying question
walk away in a pleasant manner
to talk about that return on investment.
Prospecting
Key concern by Role
Lower Level
impact on workload
may be already overwork
your great solution may not be embraced since it is impacting the workload in a negative way
Top level
is the impact on the top or the bottom line
how to generate more sales/revenue
how to reduce cost
ROI
impact on overall business strategy
Mid level
where does your solution fit in the budget.
Do I have to give up something else to go with you.
Purchasing Manager
why us?
Time-Saving. reduce the time and in-house resource that you need to dedicate to recruitment
Additional services. 1st round of interview, phone interview, etc
access the best job-seekers on the market (both active and passive)
experts at screening, filtering and profiling candidates; we send only suitable candidate
direct access to WSG jobs bank
provides accurate market rate using salary data and local market knowledge
Customized business model to match the client's needs
contract
start ups
follow property rental business model
good credit rating
payment term can be more flexible
permanent
Place and train programme