Tracking Needs

Thank you for checking out this edition of the Excel Training Tips and Techniques.  Working through our POSITIVE Sales Process, this edition we will be focusing on Tracking Needs.

I am sure that you are no different than I am; whether you are dealing with a supplier, one of your service providers or simply buying something as a consumer. When you meet a salesperson and express some interest in their product or service the salesperson gets excited and jumps right in to presentation mode. You ask yourself, “When are they going to stop talking and start listening?  How are they going to understand what I really want?”  Tracking Needs is a vital step in being able to close a sale.  We need to know what our customers need in order to sell it to them, and also to recommend appropriate add-ons.

As we teach salespeople in our sales training, this is the time to show your genuine interest through effective questioning and listening skills. This step within the POSITIVE Relationship Building Sales Process is one of the most important steps; and one that salespeople have difficulty applying. Review your skill set and how you are interacting with your customers. Ask yourself, “Can I improve in this area?” See below our free tips.

 

Looking forward to hearing from you!

Norm

 

Simple Tips that can Help you Track your Prospect’s Needs

1.    Have patience and show interest

2.    Ask questions and actively listen- stop presenting!

3.    Understand their situation – build rapport

4.    Ask permission to take notes and be genuinely interested

5.    Provide guidance and be attentive

6.    Address concerns thoroughly

7.    Listen, avoid distractions and maintain good eye contact

 

Six Common Questions to Ask to Help Open Dialogue

1. What do you like about…?
2. What do you look for…?
3. What would you like to improve…?
4. What makes you choose… ?
5. What are you trying to achieve?
6. What have you found…?

 

If you continue to practice and develop this step in the process you will reduce the number of objections that you will receive when it comes to closing time. You will sell people what they need and you are on the road to building a long-lasting relationship.

 

A Positive attitude is Everything

See yourself succeeding and you will!

 

Contact Norman Rose, President of Excel Sales Consulting. His company offers sales, customer service training, CSI surveys, coaching programs and special event seminars, specifically designed for any industry. Email Norm at: nrose@excelsalesconsulting.com