Sie sind vermutlich noch nicht im Forum angemeldet - Klicken Sie hier um sich kostenlos anzumelden Impressum 

Sie können sich hier anmelden
Dieses Thema hat 2 Antworten
und wurde 150 mal aufgerufen
luqinyun1234 Offline

Herzog vom Blätterwald

Beiträge: 818

24.11.2016 10:46
Observe for all Scott Hartnell Jersey antworten

锘? When it comes to qualifying a prospect it's important to understand the reasons why people do things Authentic Carson Palmer Jersey , and ultimately, why they will or will not buy your product or service. You see, people will buy your product or service to satisfy one of two main needs. Some times they will even buy to satisfy both needs.

These two needs are:
1.The need to avoid pain, or a loss
2.The need to gain pleasure.

These are the two motivating factors in a person for doing anything in their life; to gain pleasure, or to avoid pain. You may have heard it stated this way, "The carrot or the stick". The carrot represents the edible reward, while the stick refers to a punishing switch.

Your goal in finding the answer to the prospects' problems is to find the pleasure they wish to gain or the pain they wish to avoid, and then show them how your product or service will help them avoid that pain Authentic Tyrann Mathieu Jersey , or gain the pleasure they seek.

Does that make sense?

Great! Let's move on...

People buy products or services based on emotional needs or wants, and then justify their purchase logically.

So, in the qualifying phase of the sales process you need to find what the desired results are your prospect is seeking. Then you must dig deep to find their internal emotional reasons for wanting what they are telling you they want.

When you connect with people and their emotional reasons for wanting what they desire, you have tremendous power to give them what they want, and have them feel great about buying your product or service.

At this point you are probably wondering how to do that.

Let me explain...

In order for a prospect to find value in what you are attempting to sell them, you have to understand they have a problem they need some help with. Once you understand this, you can show them how your product or service can solve their problem.

If a prospect doesn't have a problem, or has a problem your product or service will not solve for them Authentic Larry Fitzgerald Jersey , you'll be spinning your wheels trying to sell them. Many sales people will attempt to sell their product or service to this prospect; however, it's usually ends
poorly for the sales person.

There are different types of prospects. I will cover each one so you'll know when you encounter them.

First, you have the prospect who knows they have a problem and are eager to find a solution for it.

Second, you have the prospect that is somewhat aware that they have a problem; however, they're not quite sure how to go about solving it. This particular type may also not be aware of the consequences of not solving their problem. In other, words it's not a priority for them.

The third type of prospect isn't even aware they have a problem.

You need to handle each type of prospect in exactly the same way. You need to use the same process of questioning and probing regardless of whether the prospect knows they have a problem or not.

When the prospect shows an obvious need for your product or service, don't fall into the trap many salespeople fall into. Resist the temptation at this point to show them what your product or service will do for them, the benefits of doing business with you and your company Authentic David Johnson Jersey , and how much they will invest in what you're selling.

Then they shake your hand, thank you for coming, and tell you they need to think about it, and you walk out wondering why you didn't make the sale.

You didn't make the sale because you didn't follow the sales process and proceed with the question and probing phase of the process. You figured you could take a short cut and save yourself some time. What you did was waste your time, and the possibility of making a sale.

Do not, under any circumstances, think you can skip any step, including qualifying. Follow every step in the process. I know you think you may be saving yourself time Authentic John Brown Jersey , however, in the long run; skipping steps will cost you time and money.

So what questions should you ask?

You should always ask open end questions. Open end questions begin with "who", "what", "when", "where", "how" and "why". An open end question cannot be answered with "yes or no". Open ended questions require the prospect to tell you what they think, what they want, or how they feel.

First of all Patrick Peterson Jersey , you want to determine what product or service they are currently using. So, begin with a simple question, "What product or service are you currently using?" Remember, when you ask a question, close your mouth and listen. Don't think about what
you're going to say next. Listen to what they are saying, and don't speak until the prospect finishes talking.

An important lesson I've learned in sales is that most people will tell you anything you want to know. All you have to do is ask. People love to talk about themselves, and want to share information about their current situation, problems Carson Palmer Jersey , likes and dislikes. However, in most cases they need to be prompted. This prompting comes from asking the right questions in the right tone and manner.

When you begin probing, ask general questions. General questions are less threatening; they get the ball rolling, and give you information so you can determine which direction to aim your more specific questions.

Another general question to ask is, "What do you like most about the current product or service you are using?", "What do you like least?", or, "How would you like it to be different?" "If you could design the perfect product or service to meet you needs Tyrann Mathieu Jersey , what would it do for you?"

I used a similar form of question when I sold Real Estate. I asked my buyers to describe the perfect house, righJohn Henry Red Sox Will Rely Less On Analytics - RealGM Wire.

hhcg Offline

Ritter von Schreibenstein

Beiträge: 83

19.12.2016 10:21
#2 hhcg antworten

Chaussure Nike Pas Cher
nike damenschuhe
nike joggesko
pandora bracelet charms
longchamp bags on sale
chaussures nike pas cher
fitflops sale uk
Uomo Hogan
new yeezy shoes
Doudoune Moncler Pas Cher
Uggs Pas Cher Soldes
nfl store
Michael Kors Handbags Discount
ugg factory outlet
Soccer Boots Outlet nike
Doudoune Moncler Site Officiel
prada outlet
adidas store
Ugg Outlet Online Store
ugg boots outlet online
Toms Outlet Online
Nike Air Max Cheap
Canada Goose Official Site
Michael Kors handbag on sale
nike chaussures
Boutique Ugg
nike sb stefan janoski
uggs outlet
Veste Moncler Femme
coach factory outlet online
pandora online
cheap uggs for women
christian louboutin outlet
billige nike sko
nike air max running shoes
nike schuhe günstig
Ugg Grise Pas Cher
ugg boots cheap
pandora beads
pandora jewelry store
ray ban wayfarer eyeglasses
australia uggs outlet
Ugg Homme Pas cher
sac coach soldes
Air Max Femme
retro jordans for cheap
Jordan Schoenen
Anelli Pandora
moncler outlet
moncler girls
chaussure Nike homme
zapatos de futbol nike
abercrombie and fitch store
Nike Air Max Soldes
nike free
zapatillas running
Ray ban sale online
Moncler Outlet Online
moncler coats for women
Canada Goose Outlet
nike jordan shoes
adidas outlet stores online
cheap christian louboutin
Ugg boots Sale
louboutin heels
Oakley Sunglasses Cheap
Nike Factory Store
Doudoune Moncler Pas Cher
goedkope nike air max
Oakley Outlet
canada goose sale online
uggs for women
Ugg Noir Pas Cher
Michael Kors Outlet
ugg outlet online
Bottes Ugg Pas Cher
Air Max Femme Pas Cher Soldes
Michael Kors
Jordan Future
ugg boots for women
cheap nike air max
huarache sneakers
Cheap Stone Island Jackets
Veste Moncler Pas Cher
Adidas Superstar
canada goose coats
Nike Zapatos
Michael Kors handbag discount
Sheepskin Ugg Boots
Chaussure Nike Air Max Pas Cher
nike sportschuhe damen
ugg clearance
Moncler Store
Negozi Pandora
Doudoune Femme Pas Cher
Pandora Beads And Charms
Doudoune Femme Pas Cher
converse store
nike air schuhe herren
Air Max 90
australia uggs outlet
Timberland skor
zapatilla adidas
michael kors bags outlet
Jordan Sneakers For Sale
uggs for cheap
Nike Air Sneakers
Moncler Sale
air force one pas cher
Boty Nike Air
longchamp tote bag
nike air jordan pas cher
Air Max Sneakers
pandora outlet store
chaussures de foot pas cher
běžecké boty nike
toms shoes outlet
new pandora charms
cheap uggs
Nike Air Jordan 11
vans shoe store
Coach Bags On Sale
Ugg Pas Cher Femme
ugg boots classic
Toms Shoes For Women
botas de futbol
Nike Air Max Boutique
Nike Air Max 90
official NHL jerseys
canada goose online store
zapatillas nike baratas
canada goose jackets on sale
reebok running shoes
Nike Pas Cher Femme
Womens Ugg Boots
nike sneakers
Air Max For Sale
Nike Black Friday
adidas schoenen
Original Ugg Boots
Jordan Store
Ugg Boots On Clearance
Ugg Femme Pas Cher
scarpe hogan outlet
Uggs Outlet Store
pandora rings
Pandora Official Website
Nike Online Store
air jordan
cheap air max outlet
Orecchini Pandora
ugg store
scarpe nike
Canada Goose Outlet Store
sac a main michael kors
Nike Store
nike mercurial soccer cleats
Moncler Soldes
nike air
Air Jordan Release Date
Ugg Classic Tall
Lebron 13
Botte Ugg Femme
nike boty dámské
Canada Goose Womens Coats
religion store
womens nike air max
Doudoune Moncler Solde
Moncler Jacket Womens
Ugg Button
Chestnut Ugg Boots
nike tn pas cher
adidas outlet
Soldes Ugg
Bottes Ugg Femme Pas Cher
pandora charm bracelet sale
canada goose jackets for women
chaussure basket homme
Cheap Michael Kors
cheap real uggs
tru religion jeans
hogan scontate
portafoglio michael kors
Canada Goose Coats For Men
hogan rebel donna
Adidas Shoes Discount Marketplace
Air Huarache
toms sale
hyperdunk 2014
newest lebron shoes
adidas kläder
Sneakers Nike
Air Jordan News
Stone Island Outlet
nike shoes
Nike Pas Cher Homme
moncler jacket sale
23 is back
canada goose jacket outlet
Canada Goose Outlet
nike sportschuhe
new jordan releases
michael kors handbags on sale
Canada Goose Sale Outlet
hhcg-2 12.19

bertcarl1987 Offline

Herr von der Schreibstube

Beiträge: 44

01.01.2017 06:48
#3 RE: Observe for all Scott Hartnell Jersey antworten
Erdbebenkatastrophe Haiti

Xobor Forum Software © | Forum erstellen