WHAT TO KNOW BEFORE THE SALE:
ASK YOURSELF THESE QUESTIONS, SEE IF YOU HAVE THE “RIGHT STUFF”:
Competition - Who are you competing against for this sale? Once you know, you can ask targeted-questions to draw out specific needs that you can resolve but your competitors can't. And when presenting features and benefits of your products, you can lead with your specific competitive strengths.
Time Frame - When does the customer expect to make a buying decision? More importantly, when does the customer want to begin to reap the benefits expected from the purchase?
Buying Influences - Who controls the budget? Who analyzes the technical aspects of your product? Who will be responsible for making your product work correctly in the organization? This information tells you which features and benefits to stress to which audience.
Buying Process - How will the buying decision actually be made? Who must be "sold" before the transaction can be completed? Which criteria will be most important in the decision?
By getting clear answers to these-questions early in the process, you can develop a strategy that will shorten your sell cycle, allow you to anticipate and defuse objections that otherwise would arise later, and make a lot more-sales.
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