Sales Process – The Secret to Closing More Sales
The sales training programs that teach most sellers how to sell issues specific products or services not mentioned business. This is an unfortunate oversight, as qualified and quantification of business problems is the secret to closing more sales!
What is a business problem?
A business problem is, any activity or the result of that negative impact of a company. Examples of negative impacts include reductions in revenue, profits,Customer satisfaction, employee productivity, job satisfaction, etc.
Here is an example of a company description of the problem:
Many mission-critical software applications (e-business, manufacturing, point-of-sale, etc.) need to access relational databases, in order to work. If a database has problems (goes down or suffers loss or damage to data), application downtime can cost companies tens of thousands of dollars in revenue per minute in lost, lost customers and lostOpportunities.
In the above example is the business problem, a database that does not work properly.
What is the relationship between business problems and the features and benefits of a product or service?
Features are what to really solve business problems. Benefits are what customers are pleased when the business problem was solved.
The only properties of those prospects are not really care to solve their own specific business problems. IfWe randomly spew long lists of features and benefits to the outlook, in fact, we hope they are already known to their business problems, and they will somehow find out which of our (product or service) features of the business solution to their problems. This is a very inefficient way to sell. Plus, we run the risk that our prospects will not find out what features to solve their business problems. Or they get bored and "off" before we mention that functionscan actually be of interest to them!
When you talk about the features and benefits, discuss only those features that solve your potential customer-specific business problems! Of course, you must identify your potential customer business problems, if you want to have this kind of focused discussion.
If your employer is the product or service training programs are not designed to do to business problems, you have to dig some to discover they do. The question: "WhatHas problems to solve that product or service? "Another way is to ask this question:" What would a prospect that the necessary investment to this product / service? "Then, if you made a list of the most important business issues to motivate purchase, ask," What questions can I ask that will help me find out whether one has a chance at any of these business issues? "
If you are an expert on business problems and related questions will be qualifying, your education will not be complete. They also havemust learn the questions every business problem can ask for the quantification of the impact.
What is a quantification of the impact?
Quantified impact dollar values or percentages associated with deadlines, the business-specific problems can be assigned. In the earlier description of the business problem, the actual impact of "tens of thousands of dollars per minute" was.
Quantified impact is ainvaluable aid to sales. What? If the actual impact of a business problem, the investment exceeds required to resolve the problem, a purchase is easy to justify. The greater the difference between the actual impact and the investment required, the easier it will close the sale. If the actual impact is a multiple of the required investments (for example, a quantified impact of millions of dollars compared to a necessary investment of thousands of dollars), theTo buy is "child's play."
IMPORTANT NOTICE: To a quantified impact on the process add value to the distribution, perspective must be the source of your numbers. Why? In general, prospects do not trust the seller. Many have dealt with sellers value, providing more interested in making sales in Germany, as it were. Plus, to recognize that the prospects seller a vested interest in creating a compelling business case that can be usedSupport a purchase decision. This causes prospects of quantified information, the impact of sellers are offering discounts. However, if the view is the source of the information, the actual impact, it seems to them as uncontested truth. This makes learning to ask questions such as the quantification of a valuable skill indeed!
Do you want to close more sales, invest some time and effort in identifying the business issues, products and services can be solved by your. If you are aExpert on business problems and questions you can ask a) determine whether a prospect has problems specific business, and 2) quantify the impact of these business problems, you will close more sales faster and with less effort.
Copyright 2005-2008 – Alan Rigg
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