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Identification of needs
Sales techniques
The ability to recognize needs is the most difficult and effective of sales techniques. Many salesmen believe that they can easily diagnose needs when talking to customers. However, looking at how they try to explore the needs of real meetings, it can be concluded that this element of trade talks is most difficult for them.
These problems stem primarily from the fact that traders misunderstand the theory itself about constructing open and closed questions. It is not uncommon, that they call closed questions as open, and open as closed ones. A seller who cannot give examples of open questions is unlikely to be able to put them into practice. Therefore, gaining knowledge in this area will eliminate many mistakes and, as a result, to sell effectively.
'Proper open-ended questions
are increased respect
for our interlocutor"
In professionally diagnosing needs, we try to know both the conscious and unconscious needs of our customers. In practice, this requires us to be very involved, coupled with a strong focus on the subject of the conversation. Moreover, customer-declared needs can be significantly different from those for which we have prepared recognition. This forces us even more flexibility, supported by extensive knowledge of our range of goods .Therefore, knowing all the features, advantages and benefits of products will allow us to react quickly to the customer's expectations. Indeed, often customer’s reactions to the question we ask will be surprised both for us and customer.
"Someone who asks questions seems
to be stupid only for a one moment, but one
who never asks questions is stupid forever"
"The biggest weakness of sellers is to use closed questions.
This can only bring results not only
in a small customer involvement in the conversation,
but also forces the seller to keep the conversation alone”
"The use of open questions
encourages the client
to actively talk and articulate his needs"
"Diagnosing needs consists in a detailed analysis of the information.
Therefore, do not be afraid to ask
what exactly the client had thought about the case.
Very often, behind one predefined need,
a few others can hide that you will never know
if you do not ask clarifying questions"
More information about asking questions techniques in sales you can find in book: "The art of selling in practice-training guide book" was written by Krzysztof Czupryński Sales book
Sales trainings by Sales Power School® are focused on developing skills
how to project and use and an open-ended questions.
Our trainings participants are received scripts containing
preliminary and basic open ended questions.
