Preliminaries: These are the opening events that set
the tone and warm the business.
Research: Find facts, information, and needs.
All Sales Have Four Basic Steps
Demonstration of capabilities: This is the phase where
you show that you can solve the prospect’s problem.
Avoid going into this phase until the prospect makes
explicit that your demonstration will solve the
problem.
Get commitment: Have the seller accept the sale and
the next steps of how to proceed. First, you must
ensure that you handle all the concerns/needs, then
summarize the benefits and ultimately propose the
next level of commitment.
Chapter 5: Mapping The Situation
To learn more about your prospects, you must begin
with questions that explore the situation and the
problem. Questioning your prospect’s situation helps
you get an understanding of the larger context, and
this helps you to build a relationship in the right way.
To develop authority, you need to know your market,
your product/service, and your prospect’s product/
service. That is why it’s essential to do pre-meeting
research and preparation. Ask questions that lead you
to the facts directly. It is vital to ask a lot, but also not
to tire your prospect with many questions.
What is your current role?
Tell me about your day to day duties?
S – Situation
How many locations do you have?
Situation questions
How many individuals and/or teams do you oversee?
What is your current process?
Which software platforms and tools do you currently use?
How long have you been using these tools?
What is your current budget for a replacement?
Chapter 6: Mapping Problems
P – Problem
Once you have identified your prospect’s scenario
through situational questions, it is now time for you
to understand the real issues. You can then use the
questions about problems as they will help you
discover the difficulties of your prospects.
How satisfied are you with the current way of doing things?
Are there any problems with how things are done now?
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