How Do People Perceive Samsung Products Or Services

The Fundamental to Succeed in Sales

When it comes to qualifying a prospect it's of import to understand the reasons why people practice things, and ultimately, why they will or will not buy your product or service.

Yous see, people will buy your product or service to satisfy i of two main needs. Some times they will even buy to satisfy both needs.

These two needs are:

The need to avoid pain, or a loss
The need to proceeds pleasance.

These are the ii motivating factors in a person for doing anything in their life; to gain pleasure, or to avoid pain. Yous may accept heard it stated this way, "The carrot or the stick". The carrot represents the edible advantage, while the stick refers to a punishing switch.

Your goal in finding the reply to the prospects' bug is to observe the pleasure they wish to gain or the pain they wish to avoid, and then prove them how your production or service will help them avoid that pain, or gain the pleasance they seek.

Does that make sense?

Bang-up! Let'due south move on…

People buy products or services based on emotional needs or wants, and and then justify their purchase logically.

Then, in the qualifying phase of the sales process yous demand to find what the desired results are your prospect is seeking. Then you must dig deep to find their internal emotional reasons for wanting what they are telling yous they want.

When you connect with people and their emotional reasons for wanting what they desire, you take tremendous power to requite them what they want, and have them feel peachy about buying your product or service.

At this bespeak you are probably wondering how to do that.

Permit me explain…

In society for a prospect to observe value in what you are attempting to sell them, you have to understand they have a problem they demand some aid with. Once you understand this, you tin show them how your product or service can solve their problem.

If a prospect doesn't take a problem, or has a problem your product or service volition not solve for them, you'll be spinning your wheels trying to sell them. Many sales people will attempt to sell their product or service to this prospect; however, it's usually ends poorly for the sales person.

There are different types of prospects. I will cover each one and so you'll know when you run into them.

You have the prospect who knows they have a trouble and are eager to find a solution for it.
You take the prospect that is somewhat aware that they have a trouble; however, they're non quite certain how to get virtually solving information technology. This particular type may too non be aware of the consequences of not solving their problem. In other, words it'south not a priority for them.
The 3rd type of prospect isn't even aware they have a problem.

You need to handle each type of prospect in exactly the same way. Yous demand to use the same process of questioning and probing regardless of whether the prospect knows they have a problem or non.

When the prospect shows an obvious demand for your product or service, don't fall into the trap many salespeople fall into. Resist the temptation at this point to testify them what your product or service will do for them, the benefits of doing business organization with you and your company, and how much they will invest in what yous're selling.

So they shake your hand, thanks for coming, and tell you they need to think near information technology, and you walk out wondering why you didn't make the sale.

You lot didn't make the sale because yous didn't follow the sales process and proceed with the question and probing phase of the procedure. You figured y'all could take a curt cut and save yourself some time. What you did was waste your time, and the possibility of making a auction.

Practise not, under whatsoever circumstances, think you can skip any step, including qualifying. Follow every step in the process. I know you think you may be saving yourself time, however, in the long run; skipping steps will cost you time and money.

So what questions should you ask?

You should always ask open end questions. Open end questions brainstorm with "who", "what", "when", "where", "how" and "why". An open end question cannot be answered with "yep or no". Open ended questions require the prospect to tell you what they recollect, what they want, or how they experience.

First of all, you want to decide what product or service they are currently using. So, begin with a elementary question, "What production or service are you currently using?" Retrieve, when you ask a question, close your mouth and listen. Don't think near what you're going to say side by side. Listen to what they are proverb, and don't speak until the prospect finishes talking.

An important lesson I've learned in sales is that most people volition tell yous annihilation y'all want to know. All you lot have to practise is enquire. People love to talk well-nigh themselves, and want to share information most their current situation, problems, likes and dislikes. All the same, in most cases they need to be prompted. This prompting comes from asking the correct questions in the correct tone and manner.

When you lot begin probing, ask general questions. General questions are less threatening; they get the brawl rolling, and requite you information so yous tin determine which direction to aim your more specific questions.

Another general question to inquire is, "What do yous like nearly about the current product or service you are using?", "What exercise you lot like least?", or, "How would you similar it to be different?" "If you lot could design the perfect product or service to meet yous needs, what would it do for you?"

I used a similar grade of question when I sold Real Estate. I asked my buyers to depict the perfect house, right downwardly to the last detail. I mean everything they would ideally want in their firm. So, depending on the toll range they could afford, I would narrow the list down to the most important ones they would be apt to find in a house, in their price range.

The product or service someone currently owns, and what they like or dislike about it, will tell yous a lot most what buying decisions they volition make in the hereafter. This line of questioning volition give yous a general agreement of what they are looking for, and how your product or service fits their needs.

The questions regarding what they like, dislike, or wish were different, will give yous some insight into the pain they are looking to avert, and the pleasance they want to proceeds. Also, information technology will tell you lot if they want something similar to what they currently have, or something unlike.

You should spend as much time as y'all demand on this phase of questioning. It's important to the process to go as much general information every bit possible before deciding the management to take your questioning. Don't be concerned your prospect volition object to the number of questions.

Actually, what you will find, if your questions are asked with a genuine involvement and caring mental attitude, your prospect volition exist more than than willing to share the answers. Afterwards all, y'all're at that place to assistance them solve their problem, and if that's really your primary focus, they volition relax and tell you anything you want to know.

I know you're thinking you're there to make a sale, and you are; however, equally I've said before, become the dollar signs out of your eyes. "When you stop treating the prospect similar a paycheck, and put their needs get-go, you will exist on your way to earning more coin than you can imagine".

You demand to alter your thinking to "How tin I provide service"? The bounty you lot receive is in direct proportion to how much value you provide.