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8 views9 pages

Sales

Uploaded by

2202turquoise
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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Is this practice right ?

Are the goods being sold at a fair price?


Are they being sold with a consideration for the rights of c ompetitors ?
What are the sources of the commodity under consideration?
What agencies are required to bring it from source to buyer?
What are the separate elements that enter in to determine the price
Minimizing the customer’s risk. This is done by eliminating a customer’s fears (about spending too much money
or buying a product that will malfunction)
Enhancing the customer’s competitive standing. Customers, like all businesspeople, want ultimately to move
ahead. If your product can make them look good in front of their colleagues and serve as a step up the corporate
ladder,
Achieving the customer’s goals. A salesperson who can provide a solution that will increase profit or decrease cost
is irreplaceable. If you can help a customer achieve her dream of taking her company to the next level,

You must be willing to embrace the role of “business shrink" i.e. discover the workplace frustrations of a prospective
customer by allowing the prospective client to express his aggravations, and realize the need for change and seeks
out the salesperson to provide a solution.

Why These Questions?


• Make your clients feel important by motivating them to do the talking and open up. rather than demonstrate all of
the knowledge you have about your product or industry. and then listen to their answers.
• Differentiate yourself from your competitors.
Demonstrate empathy for your prospective customers. by first helping them recognize and understand their
problems as you listen to their frustrations, and gain access to information you would otherwise not be privy to.
• Facilitate a prospective customer’s awareness of his needs and help him come to his own conclusions. Even
As a consultant, I deal mostly with salespeople who sell products and services in the business-to-business market.
This means two things: The lessons I am teaching you have been tested and used by thousands of topearning
salespeople in the country
Some examples of bad question:
• Leading questions. designed to get agreement and not the truth. thus we learn nothing and the customer feels
manipulated.
“So wouldn’t you agree that quality is the most important consideration?”
“Don’t you want a secure financial future?”

• Lazy questions gives information you could have gotten elsewhere, thus simply waste your buyer’s time.
“What industry are you in?”
“Is this your only location?”

• Self-serving questions. suggest that you are more focused on your own interests than your customer they can come
across as product peddling or poking around for an opportunity instead of focusing on value-added solutions.
“What do you know about our company?”
“Did you get a chance to look over the information I sent you?”
“Are there any projects I can quote on?”
“How’s my pricing?”
“Do you have any questions for me?”
“Would you like to see a demo?”

• Trick questions—a gimmick to get them to do what you want.


“Which one do you want—the red one or the blue one?”
“If I could show you a way to save 25 percent on your costs, would you be interested?”

• Hostile or aggressive questions.


“Didn’t you have a plan in place in case of a service outage?”
“Why do you continue to invest in a program that hasn’t worked?
• What do you know about our company?
• How can we help you?
• Whom are you currently working with?
• How long have you been with your current vendor?
• What do you like about them?
• What do you dislike about them?
• What’s your budget?
• What are your goals?
• How much are you paying now?
• What if I could give you a better solution for a cheaper
price? Would you be interested?
• When are you looking to make a change?
• Are you the decisionmaker?
• Can I put together a proposal for you?
• Are you ready to get started?
• May I have your business?
• How are we doing?
• Any problems?
Ask how the clients themselves are affected by those problems.
Problem-oriented questions
TYPES OF QUESTIONS
1. Educational questions designed to enlarge a customer’s knowledge.
2. Lock-on questions that build on what buyers have told you, allowing you to extend the conversation and dig
deeper into the issues they face.
3. Impact questions designed to explore the impact of challenges that the customer is facing.
4. Expansion questions designed to get buyers to enlarge on what they’ve told you, giving you greater insight into
their needs.
5. Comparison questions that get buyers to compare one thing to another—an especially useful tool for identifying
priorities and for gaining greater clarity.
6. Vision questions that invite the buyer to see what they stand to gain, and how you can help them achieve their
goals, hopes, and dreams.
There’s great value in questions that prompt a buyer to
rethink old assumptions or consider new information. But
questions that are designed to put buyers on the spot or
make them feel stupid—especially in front of others
SALES FUNNEL
1. ToFu
2. MoFu
3. BoFu

ToFu - Top of Funnel Content – Building Trust


1. your conversations should start small and work their way towards the deep end.
2. build trust, rapport and brand awareness
3. Share valueable and attention-grabbing content, no strings attached.
4. Should be relevant, and useful to your audience inter-ests,
5. No brand-heavy sales pitches
6. Offer knowledge, insight, and ways for readers to level-up their skills.
7. Do not push your products or services on them.
8. your attendees can participate as actively or passively as they like, with no pressure from sales
9. Provide free opportuni-ties for viewers to learn new tools or skills.
10. Repurpose your content for
 Blog posts
 Short social videos
 Email campaign
 Compelling presentations
11. step by step guidance
 how-to guides
 provide insight to solve industry
 problems, teach a new skill, or simply start a conversation
12. videos can include
 Tutorials
 On-demand skill-building webinars
 Viral content

Position you as a thought leader, a go-to resource and a participating member of


the community.

MoFu - Middle of Funnel Content


flex your good traits, all without coming on too strong

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