The needs analysis is arguably the most important part of the sales process.
It is in this step the report is built with the customer, where you learn their troubles, their needs and their hopes for your product.
You can learn everything you need to make the sale such as which buttons to push, what needs to cater to and what type of person you are dealing with.
This is Part 5 of the series “Selling in Steps”
This is the fifth part of this series designed to help you improve as a salesman and by using a step by step methodology make a lot more sales.
See the first four parts here; activity, cold calling, referrals and the first contact.
How to start?
As you see in part four, the first contact, making a good first impression is important but once that is done you have to sit down with the customer and just as a doctor does, start diagnosing the customer.
You know what you need to know
Be prepared for the meeting before hand, a doctor has prepared questions for each meeting; they know exactly what they are going to say and in which order.
You too know exactly what needs to be answered for you to know what the customer needs and which solution should be presented.
Write down questions that will give you those answers and memories them.
Make sure you understand the answers correctly
When you meet a customer start asking the questions, listen to the answers, and ask follow up questions in the form of, Could you explain that further? Did I understand you correctly, is this what you meant? Could you give me an example?
By doing this you will make certain you fully understand the situation the customer is in, that you have understood them correctly and shown that you care about their answers and have the honest hope of finding them the best possible solution.
Building trust
By reassuring the customer that you are not only there to push a solution at them but that you are in fact trying to find the best possible solution for them, they will be much more keen to listen and respond to your offer.
The customer is also interested in finding the best possible solution.
Their goal of with the meeting is to find the best possible way to solve their problems, let them help you so that you can together come up with a solution that both of you feel will solve the problems faced.
The sell is already made
As you can see, inviting the customer into the needs analysis and letting them help you solve the puzzle makes the sale automatically.
When you after discussing the problem, dissecting it and looking at it from different angles and start together looking for the solution, the natural next step is to sign the contract and get started.
Stay tuned for part 6
In the next part we will be looking at the product presentation, how you take the knowledge learned in the needs analysis and match it with possible solutions so that you and the customer can find the best possible solution for their troubles.
Related posts:
I’m grateful for you because of this excellent articles. You genuinely did make my day :
Hi Cinda,
Thank you for your comment, I am glad you have found my posts useful.
Can I just say what a aid to seek out somebody who really is aware of what theyre speaking about on the internet. You undoubtedly know the best way to deliver a difficulty to mild and make it important. Extra folks need to learn this and perceive this side of the story. I cant believe youre not more in style since you positively have the gift.