That’s why it’s important to

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Qualify each of your sales opportunities. Qualifying means determining whether a customer really has potential or will just waste time. When a customer takes a potentially evasive stance by saying things like: send me more information; call me later; send me a proposal; or I need to discuss it with my boss… perhaps the best way is to qualify this client to ensure that it is worth investing in. This process must happen through three steps: (1) agree with the client in a way that does not generate discomfort; (2) clarify by trying to understand the usefulness of what he is asking; (3) legitimate by assessing whether the customer really sees value in what they are asking for or just wants to get rid of you.

Chapter 11: alien encounters. Asking questions and being patient, paying attention to the answers is the basis for building a trusting relationship with the customer. And for this to happen in the best possible way, some practical tips are important Bahamas Phone Number  prepare yourself by making a list of questions before calling a prospect or client; create an opening that introduces your company and explains your value proposition quickly; after establishing initial credibility, focus on the client and their challenges; assess whether there is a good fit between what you offer and the customer’s needs; identify next steps. A good practice when conducting this dialogue is to ask the client for permission when entering each new phase. And before getting into the business questions, some open questions that allow the client to talk about themselves are a good warm-up.



Chapter 12: more problems = more sales. Some salespeople stop investigating as soon as they discover a customer need or pain point, but the first is not always the best opportunity. After all, many clients may be willing to live with an unmet need or latent pain. Delving deeper into the client's challenges is a way to understand them better and make them more sensitive to the pain they are feeling. Some other areas of investigation can help a lot in this regard. For example, questions about: external customers, relationships with current suppliers, competitors, market trends, company culture, objectives, actions, motives. Chapter 13: bant questions. Ibm's sales area developed a sales approach that focuses on understanding four aspects summarized by the acronym bant: budget, authority, need and time.