The buying/selling process usually hits a snag or literally becomes derailed because the buyer has these essential Why questions that are not answered by the seller. Can you answer these questions especially if you believe in relationship selling?
#1 Why – Why You as the Seller?
Why should the buyer purchase from you? For some this could be 30 years of sales experience to your business ethics and values. One of my clients who has a mortgage brokerage firm states that “You will NOT be surprised at closing.” Her quoted rates when she starts her process with her clients are the same rates at closing.
#2 Why – Why Me as the Buyer?
Why should me as the buyer make this purchase? Essentially looks at the question: What’s In it For Me? or WIIFM. The Fact Finding State of the sales process will answer this question.
#3 Why – Why This Solution, Service or Product?
Why will your solution be it a service or a product or a combination is what the buyer needs and more importantly wants. When this question is properly answered, the astute sales person will have the ability to provide a return on investment response.
#4 Why – Why Take Action Now?
Why should I the buyer take action now? If you have properly identified your prospect as being a decision maker, having a budget, having specific needs and wants and an urgency to buy, this question should already be answered. Again, solid fact finding and excellent questioning will answer this question to you prospects.
#5 Why – Why Else Take Action Now?
Why else take action now? Again, the goal is to find all the prospects pain. Fact finding is usually not taken to the level necessary to build additional urgency within the prospect.
#6 Why – Why this Investment?
Why should I pay this price? By answering the earlier Whys, you have already built value and this should not be a significant Why. Unfortunately, when the sales person has a price mentality, this Why is answered first without building value.
#7 Why – Why Are We Not Working Together?
Why are we not working together? Relationship selling is about how well you have demonstrated that you truly care about the prospect. After you have provided the answers to the first six whys, you should have the prospect as a client. If not, you failed to properly answer the first six questions necessary in relationship selling. Another way to ask this question is: Where do we go from here?
These "Why Questions" reaffirm the 2 reasons for any lost sale: No money and You.
Do you want more business? Then register for FREE monthly teleconferences at http://www.processspecialist.com/seminars.htm. These seminars will help you increase your business results.
Would you like to increase your sales for less than $10? Then, you may find Simply Speaking, Increase Sales By a combination e book and e workbook that leverages marketing, selling & planning skills to increase sales of interest at http://www.processspecialist.com/sales-training-book.htm
Please feel free to contact me, Leanne Hoagland-Smith, Your Chief People Officer and Business Coach, who works with individuals and organizations that are tired of not being where they want to be and truly want more for their businesses and their selves. 219.759.5601
No comments:
Post a Comment