Finally, if your customer is convinced that your product meets their needs, make an agreement on the terms of the sale and closing of the transaction. by agreeing on the terms of sale and concluding the transaction. Thomas A. Freese, Secrets of Question Based Selling (Naperville, IL: Sourcebooks, Inc., 2003), page 166 This is when the potential gym member signs his membership contract, the restaurant owner decides to buy the ovens, or your friend says, „Of course, let`s go camping next weekend!“ Sometimes a seller has to make multiple trial transactionsAn attempt to close the sale. respond to other objections during a sales pitch before the customer is ready to buy. Dave Dolak, Sales and Personal Selling, www.davedolak.com/psell.htm (accessed June 10, 2009). It may also turn out at this stage of the process that the product does not really meet the customer`s needs. The important – and sometimes difficult – part of closing is that the seller actually has to ask if the potential customer is ready to make the purchase. William C. Moncreif and Greg W. Marshall, „The Evolution of the Seven Steps,“ Industrial Marketing Management 34, No. 1 (2005): 14, 15. If the conclusion is successful, this step clearly coincides with the purchase stage in the buying process.
It can evolve along the way, and it will, but there needs to be a consensus among everyone involved in customer acquisition on what a qualified opportunity means in your business so you can speak a common language when reviewing/discussing offers. It`s a simple question that sounds more like a formality than a sales qualifier, but you can say a lot about a potential customer`s buying potential based on how they found you. Mini-chords or seasoning commitments throughout the purchase process – even during the qualifying call – can form the basis of the final agreement at the end. You don`t have to go through the 15 questions to qualify a potential customer. Answering one question should lead you to the next until you can confidently qualify or disqualify your potential customer. This is what we call selfless and selfish qualification. If you can say yes to both questions, you`ll never get a bad deal again. The above example is an actual sales situation. While you may not have noticed it while reading it, the situation follows the seven-step sales process.
When to use this question: Right after asking your potential customer why their problem is a priority for them right now. In fact, questions three, four and five could be considered a three-part question. Ask this question to your potential customers in the middle of your first conversation with them. (Remove rose-colored glasses and blink) Do you feel the difference in the sense of urgency to create more skilled opportunities, also known as the „Top of the Funnel,“ when you remove the total number of meetings? By asking this question, you can estimate how long it will take for this transaction to close. If the delay seems long, you have the opportunity to ask questions about bottlenecks and delays in the process. How to qualify prospects and prospectsBefore selling to a potential customer, you must first understand their wants and needs. You need to know what is important to him or her so that you can use it to close. The amount a potential customer has spent on previous solutions could determine how much they are willing to spend.
You need to know where the price of your solution is in relation to the given range. If your price falls below their range, your solution may be too cheap and if it falls above their range, you need to convince them that the value of the product outweighs the price. For some buyers, the brand is king. A brand says a lot about product quality, values and mission, as well as what customers can expect. Studies show that 80% of customers are willing to pay more for a better customer experience, so prospects who like your brand are less likely to let the price get in the way of doing business. As you learned in Chapter 3, „The Power of Relationship Building: Putting Adaptive Selling to Work,“ the sales process is adaptable, meaning that every situation can be different and sales reps need to adapt and understand what`s important to each customer and where everyone is in the buying process. But for a seller to use adaptive selling, they need to have a good understanding of the steps in the sales process and how each one works in order to use them effectively. Even if the CEO loves your product, his approval is just the beginning of the deal. In general, your product in the organization is delegated to a more appropriate person. However, the person responsible for implementing your product won`t always share the CEO`s enthusiasm for it if it means more work with very little upside potential for them. As in the gym membership example above, this B2B sales situation follows the seven-step framework. Now, take a minute to look at this sales situation in the box below to see exactly how the steps are implemented.
Going to the library can be very helpful as it gives you access to people who are professionals to find information. .