There is a process to selling a product or service. Within that process are some key steps. The first step has to do with building a relationship with a potential client or customer. The second step has to do with establishing a need for your product or service. This step creates the need or gap by asking key questions and listening to identify the need. Within this step you want to ask powerful questions and not assume anything. It is imperative to validate and confirm.
Seven things to consider when establishing a need are as follows:
- Use Open Ended and Close Ended questions to uncover information.
- Identify what you need to know about their business and key issues.
- Find out the needs and goals of the client or customer relative to their business.
- Listen and feed back concerns to validate that they are correct.
- Have the client clarify and verify when necessary.
- Prepare your questions in advance and position them well.
- Work to ask deeper, and better, questions than your competition.
These are questions designed to uncover wants, needs, fears, pain points, and frustrations. Listen and take note. A good conversation would have you listening 70% of the time and you talking 30% of the time (70/30 Rule). Step Two is really important because you can’t solve a problem if you don’t know what the problem is.
If you would like to learn more on how to effectively build relationships in the selling process, I am available to help you.
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