subject: Three Hidden Questions To Grow Your Business [print this page] Can your business benefit from having more customers to the ideal? You can improve your efficiency in closing more sales? You can take to improve or accelerate the sales cycle?
Training company in the world, and it is often said that the questions are the answers. In sales, there is a term known as AWAQ which means to respond to a question. There are three simple questions you need to know how to deal effectively with your prospects and convert them into customers. The challenge is to never ask you these questions, but you must respond in a way that comforts them want to go ahead with you.
When a customer decides to buy, and the decision to buy 100% on the basis of emotion, even if the customer is not very logical. They can rationalize the purchase of every day before and after the time of purchase. You must know people buy on emotion, and logic to justify decisions in silence.
Assuming you have enough opportunities for communication, if you do not convert enough of them to new customers, it's because you forgot to answer three simple emotional issues to date are very important you need to have answered. Chances are they do not even know how to ask not. Do not worry, they always want to know the answers.
Question 1. You can solve this problem? The only reason you have to meet potential clients, it is because they lack something more or less of something in their lives. There is resentment or pain you experience. You need to know their pain and to communicate effectively, you can take the pain after that through the implementation of the product or service? How do you respond to their desire to resolve this problem?
Question 2. We will listen and hear me? Consumers people. Anyone who has the most important psychological need urgent to understand the feeling, feel heard. Often see sales and service professionals assume, simply because they know more about products and services provided by, and they know what is right for the customer. However, we must remember that people do not buy based on logic. Buy on emotion. I must point out to them to hear and continue to express their concerns in this process and relationships.
Question 3. It will be a pleasant experience? You can be in the commitment that seems to go in the right direction. Have you had a relationship with the client, an excellent work to discover what they really want and you can provide. I answered all their fears of speaking in a satisfactory manner, and yet they are reluctant to move forward with you. Posed outside the reason, because at some level they see that the front would not be an enjoyable process. They believe that whatever gains the other side is not only worth the hassle. How to make sure it would be worthwhile is to communicate how they feel in control all the way.
This week, to win more customers than you would otherwise, and discuss how they can solve their problem, and how you listen to their concerns by understanding their vision and, finally, how a process can be fun and that "they have a sense of touch to control every step of the process. We understand that each person is different in how to get a sense of confidence and sense of control. For some, they are comfortable turning to a trusted person. For others, they need to know that each step along the way, and looks like what to expect. know your potential customer, who seeks to understand who you work at the meeting, and how they want to be respected. good sale.
