Sales Question of the Week

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Business & Mgmt

Published on March 13, 2014

Author: AAyuja

Source: slideshare.net

Description

As part of our sales question of the week series this week we answer a key question on how to determine the purchase intent of the customer when he asks for a demo/ trial.

AAyuja © 2013 Disclaimer: This presentation and the information provided here is indicative in nature and should not be treated as views of the organization. Sales Question of the Week Visit us at www.aayuja.comVisit us at www.aayuja.com Meet Goals, Beat Competition, Exceed Expectations *Via SalesBuzz *Via SalesBuzz 

AAyuja Internal and Confidential © 2012 Answer: You can uncover if the "free demo / trial" request is a buying signal or a stall with one question: "Mr. Prospect, assume for a moment you go through our demo and like it... What happens next?“ Now your prospects answer will tell you a lot. Here are a few things to look out for: 1 Question: How do I determine, when my prospect asks for a free demo / trial, if it's a BUYING SIGNAL or just a STALL TACTIC to get me off the phone?

"We Buy It!" OK great. They are ready to go should they like your demo. You can tie them down on time frame and uncover their purchasing process while getting them what they need to access the demo. 2

"If I like it I'll run it by my boss and see what he/she says" UH-OH! Someone (YOU) isn't speaking with the real decision maker! Time to back-up because you missed a step in the qualifying process OR you aren't asking the right sales qualifying questions. 3

"I'll call and let you know (Don't Call Us, We'll Call You)" Another UH-OH but this one usually means you've moved too far ahead in the sales process and skipped the problem recognition / create / find a need phase. 4

"I'll call and let you know (Don't Call Us, We'll Call You)" Another UH-OH but this one usually means you've moved too far ahead in the sales process and skipped the problem recognition / create / find a need phase. 4

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