How much could you save if…? If we implement

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In fact, with the help of extractive questions, you should bring the buyer to a state where he understands not only that he has a problem, but also how much it “interferes with his life” and that it would be good to eliminate it as soon as possible. And also, and this is the most important thing, that the cost of “solving the problem” that the seller offers is fully consistent with the scale of bahrain telegram number the problem. Guiding questions The manager has clarified the situation, investigated the problem, and shown the client how serious it is. The last step is to offer a product or service to solve it. But even in this case, it is not advisable to try it out! It is better to use leading questions to switch the buyer's attention to its solution so that he himself understands the benefits of the product that is being offered to him and (ideally) begins to talk about it.

That is, instead of "cutting in": "Buy ours... and everything will be fine for you!", it is better to ask something like: Would it help you if you had…? Would it solve the problem if we suggested…? …, what would change in the production process? Think about it, do you need…? If the client himself starts talking about the advantages of the product offered to him, then there will be no need to work through objections. In addition, N. Rackham categorically forbids asking leading questions at the beginning of the meeting. Simply put, you cannot talk about the product right away, you must first show the seriousness of the problem, otherwise the client, of course, will ask about its cost, and then refuse with the words: "No, it's too expensive for me!" After that, any conversations will be futile. Neil Rackham's book "SPIN Sales Technique" How to Close a Deal in High-End Sales All managers know (or at least should know) how to close "regular" sales. But N. Rackham is sure that none of these techniques work on expensive sales. Just as they are not suitable for closing large deals, or when dealing with experienced buyers, or when the seller needs long-term relationships with clients. The marketing guru says that negotiations usually take place in four stages: Beginning of the meeting. Research. The seller obtains information about the buyer's business, its problems and needs.

Demonstration of possibilities. The seller shows the buyer how his offer solves these problems. Obtaining commitments from the buyer. As for the last point, from the very beginning of the conversation you need to clearly understand the main goal of the meeting, that is, what you should lead the client to. In large transactions, this is not necessarily a sale. Acceptable options for obtaining commitments look like an agreement on the next meeting, testing new material, recording the contacts of the decision maker (DM), the buyer's consent to attend a product demonstration, signing a "protocol of intent" or something else that really advances the process of successful completion.