Published on July 9, 2013
Qualify Customers Http://www.power-hour.co.uk – Bite Size Training Materials Qualify Customers
Qualify Customers Http://www.power-hour.co.uk – Bite Size Training Materials 2012 By the end of the Power Hour you will be able to: • Describe the different buying motives that customers have and how this affects your sales approach • Use appropriate questioning and listening techniques to fully understand the customer's needs • Gain permission to move forward to the next part of the sale
Qualify Customers Http://www.power-hour.co.uk – Bite Size Training Materials 2012 Buying Motives •Economy/Value •Durability •Performance •Labour-saving •Time-saving •Simple operation •Space-saving •Availability •Quality •Low maintenance Rational •Pride of ownership •Desire for prestige/recognition •Desire to ‘fit in’/fashion •Safety •Fear •Desire for security •Convenience •Desire to be unique/the first •Curiosity Emotional
Qualify Customers Http://www.power-hour.co.uk – Bite Size Training Materials 2012 Ask Questions Open Questions •Open up a conversation •Encourage the other person to speak freely •For example "What will you use this for?" or "Who will be using this?" Probing Questions •Dig deeper into answers already provided •Seek reasons, conseq uences and motives •For example "What do you use now ..?" or "What research have you done so far?" Specific Questions •Look for specific issues or examples •Provide clarity and aid understanding, and can uncover 'excuses' or assumptions •For example "Have you considered X?" or "What do you find most annoying?" Hypothetical Questions •‘What if?' questions •Help the other person to look at a situation differently and see other options •For example "If you could only have 3 functions, what would they be ....?" Closed Questions •Useful as long as they are not over-used •Especially useful for clarifying points, concludi ng a discussion and agreeing action •For example "Can I show you..?" or "So you are not interested in...?"
Qualify Customers Http://www.power-hour.co.uk – Bite Size Training Materials 2012 LISTEN! A good salesperson will: • form their next question based on the answer to the previous question. • ask for clarification and examples if necessary • let the customer do the majority of the talking
Qualify Customers Http://www.power-hour.co.uk – Bite Size Training Materials 2012 Buying Signals •Asking technical or specific questions •Asking about availability •Asking about payment options •Raising objections •Asking about delivery •Asking “What if?” questions •Saying ‘yes’, ‘OK’ or ’I see’ •Asking you to repeat things Verbal •Making notes •Touching the product •Referring back to the brochure/information •Continues to look at the product/ information even when you are talking •Smiling •Nodding •Looking thoughtful (perhaps they are imagining owning the product, or wondering whether they can afford it) •Getting comfortable Non- Verbal
Qualify Customers Http://www.power-hour.co.uk – Bite Size Training Materials 2012 Reviewing Summarising • Simply repeat back to the customer what you have heard them say. • Referring back to any notes you have made is also helpful when summarising. Paraphrasing • When you paraphrase, you reflect back what the customer has told you, but using your own words. • This can help you to check that you both have the same understanding about what has been said. Signposting • When you signpost, you relive what has happened so far, and what will happen next.
Qualify Customers Http://www.power-hour.co.uk – Bite Size Training Materials 2012 Make it Work at Work What are you going to DO as a result of this Power Hour Session?
Qualify Customers Http://www.power-hour.co.uk – Bite Size Training Materials 2012 These slides have been produced as an optional resource to support a Bite-Size Training session on this subject. A full set of materials, including detailed Session Leader’s Guide, Delegate Workbook and supporting activities can be purchased from our Training Shop Our Training materials are licence-free, but are for use by the purchaser only. They CANNOT be passed or sold on.
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