The solution is in the best interest of the client.
What is a real issue?
100
Scenario 1
What is Being pushy or defensive
100
What is increasing your sale probability?
Increase the number of people you come in contact with
100
Situation, Problem, Implication, Needs pay off
What is SPIN Questions
100
A potential customer can be described as failing to convert a lead or opportunity into a client. it means a lost sale can be difficult to deal with.
What is Rejection
200
Clients often understand the true issue and feel uncomfortable stating it
What is a smokescreen?
200
Scenario 2
What is The customer being unresponsive or seeming to be bored
200
What is the customer turning down an offer?
Ask more questions
200
Member of a decision-making unit or social group who acts to prevent or discourage a purchase by controlling the flow of information and/or access to people in the buying center
What is gatekeeper
200
A stage of rejection that deals with distinguishing A rejection from a objection
What is Premature Rejection
300
Clients cannot tell you the issue because they don't know what the issue is.
What is uncertainty?
300
Scenario 3
What is The potential customer is distracted
300
What should you do during high highs and low lows?
Don't Get Emotional
300
Knowing your _____, you'll be sure that the money you're spending on a product or service is going to a good cause: healthy profits for your business!
What is ROI (return on investment)
300
Personally Accountable, Understand Business, Be on their side, Bring Applications, Be easily Accessible, Solve Problems, Innovative Responding
What is the seven customer rules
400
The client is throwing in more requests to just see if a better deal is available.
What is a negotiation tactic?
400
Scenario 4
What is Their body language is off
400
Being relentless and perseverance will leads you to?
Embrace Every "No"
400
Examples:
•What do you think of what we have discussed so far?
•What are your feelings for what we have demonstrated?
•How would that feature help your operation?
•Is this something you could see your employees using?
What is trial close
400
Creating the ability and understanding how to improve future sales from the loss of sales