What if the buying criteria are not favorable to you?
Needs Analysis Sunday, November 14th, 2010
What if the buying criteria are not favourable to your company? Well at its simplest you have 3 choices.
How to Find Out What Buyers Really Want
Needs Analysis Wednesday, November 4th, 2009
Here is a statement of the obvious: buyers don’t buy products, or services they buy solutions to problems, or the ability to exploit opportunities. In short they buy them to meet a need. So, why do sellers spend 9 times more time talking about their solutions than the needs of the buyer? Before a buyer buys [...]
‘SPIN® Selling’ – A Classic that is worth reading again and again
Needs Analysis Friday, June 12th, 2009
Looking for a book that will help you increase your conversion ratios? Then read SPIN selling. Here are the seven key points I took from this must read sales methodology. 1. Too many sales people are happy with meetings that result in another meeting. But wait a second, the real question must be asked – [...]
Needs Analysis: Be careful when you point out your prospect’s problems
Needs Analysis Sunday, May 31st, 2009
As salespeople we have been trained to sniff out our customers’ problems, including ones that the customer may not have been fully aware of. It is our job to digg them up and to parade them around in front of our prospects in order to build a desire for their resolution and tension for change. [...]
Sell don’t tell: How improving your listening skills will increase your sales success
4. Listen, Before Talking, Needs Analysis Tuesday, May 5th, 2009
Contrary to popular opinion great sales people are not great talkers, but great communicators. The difference is the ability to listen. Great sales people are not great talkers When the sales person listens he/she will be told things that will help sell. Real selling takes place in conversations, as opposed to monologues, in the two-way [...]