- Watch the How-to-Video “What the Client is Thinking”.
- Realize that it’s important to find out what the client is thinking and how their viewpoint relates to the closing process.
- Stop assuming that you know what the client is thinking, needs or wants, as this prevents you from really listening to the client. Don’t dictate to the client “here is what you need” or “here is what you want”. Start practicing not to do this and correct yourself if and when it occurs.
- Each client is individual, so the key is to find out what they are thinking in relation to your product or service. In the beginning of the sales process, start asking questions such as “(their name), I’m curious, what’s important to you?”, “(their name) what is it you need and want from a product (service) such as mine?”, “what is the existing situation at your company and what would be ideal for you?” or “if you could improve or change something what would you do?”
- Use their answer to make the case for the biggest possible difference between where they are currently at and where they would like to be in relation to the product or service that you offer.
- If objections occur in the final stages of closing, remind the client why he or she told you that they needed the product or service. This makes it hard for them to argue with themselves and the transition to closing becomes very smooth. Keep practicing this!
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Great information!
You need to understand where the client is at in the sales cycle and help them along. If they have objections turn the sale to focus on how you can help with those objections.
Finding out the customers wants and needs allows you to learn what it is they want or dislike. Using this info you can offer a solution and remind them of their objections.