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| THE | Q U E S T | S O L D |
Click on a letter to find out what it means.
Have a finely tuned targeting machine. Know the profile of your buyers and then approach them with an eye catching offer.
Hallmark
Make sure you have an effective brand. The best way of doing that is by creating a hallmark. Make the brand image cry out saying this is a quality product.
Empathy
Invest time-building empathy. Be solicitous, and get to know your customers, their priorities and their needs. Never assume that you know what they want.
Qualify
Decide that the client is one with whom you want to do business, that you have a product or service that will be of value to him and that you have a realistic chance of winning business from him. If not, walk away now before you waste valuable time and money closing a "no hoper".
Understand
Make sure you know why the client is in the market, the factors affecting his business decisions and what his basis of decision is likely to be.
Evaluate
Check your own product offerings, map them to the clients needs and make sure that there is a fit.
Solution
Customise your offering and price point to the clients needs and change or adapt anything that may be a barrier to the client proceeding with you.
Token
Develop a handle by which the client can distinguish your offering from the others that he will be seeing
Summarise
Summarise the benefits which have emerged during your meetings and re-affirm the value all the while seek their confirmation that what you have assembled as a solution will meet the aspirations they highlighted at the beginning of the process.
Objections
Your customers will have questions at this point. However objections at this stage are a 'good thing'. They help you to understand what stands between your customer and the deal. Make sure you fully understand any objections, that they are all out on the table, and then handle them
Lock
Time to obtain a commitment. Ask for the business calmly and confidently. There are many ways of doing this. Choose the most appropriate for your circumstances and once you have asked, keep quiet until the customer is ready to voice their decision. And wait to lock them down.
Deal
If there are questions, fears or doubts, then deal with them, making minor alterations to the package if necessary. Restate the benefits and close again - as many times as it takes until you have obtained the order and everyone goes home happy.
For further information on THE QUEST SOLD or for more general assistance with the sales process, please use this form to contact us:
