Even before your sales presentation or first customer interaction, you need to know exactly what prospects expect to receive from your product or service. It is naive to assume your sales people know the specific touch points for each prospect-- but asking the right questions will make a huge difference to prequalify prospects.
By knowing each prospects exact requirements you can tailor your presentation and improve your conversion rates. Often you'll find the problems customer perceive are significantly different than the ones you thought you solved. Use this new understanding to improve marketing literature and sales approach.
The questions you ask depend largely on the product or service provided, but here are some general questions you might consider:
Develop a line of questioning based on the criteria you have already established that describes a buying customer. In addition, ask demographic and buying behavior questions the further segment your prospect base.
The answers to these questions will help focus your sales team to highly likely buyers so that you can convert more sales.
/ 101-strategies | interaction-points /
By Justin Hitt at August 28, 2003 2:17 PM Subscribe in a reader
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Even before your sales presentation or first customer interaction, you need to know exactly what prospects expect to receive from your product or service. Great points. [Read More]
Tracked on July 26, 2006 11:42 AM