If you’re asking that question, it’s a great sign. You are planning your call and that will always make it more effective than “winging it.” Your answer should center around the following:
1. What information do I need?
2. Why do I need the information?
3. What needs has my buyer expressed?
4. What needs does my product or service satisfy?
5. Are there questions I can ask where the answer would be a benefit of using my product or service?
6. Does my buyer want to make the necessary decision to change?
7. What additional information do I need to gather before I’m prepared to make a presentation or recommendation?
8. Are there questions my buyer may need to ask? Can I anticipate them? What will my answers be?
9. How will I “craft” the questions to maximize the effectiveness of my needs assessment?
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Good Selling,
Art
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