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27.5 Must-Ask Questions for Consultative Selling - - PowerPoint PPT Presentation
27.5 Must-Ask Questions for Consultative Selling - - PowerPoint PPT Presentation
27.5 Must-Ask Questions for Consultative Selling smallbusinessmarketingsucks.com Why buyers dont buy According to a recent customer survey by RAIN Group, the three top reasons buyers become annoyed during the sales process and refuse
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Why “buyers” don’t buy
- 1. They didn’t listen to me
- 2. They didn’t understand my needs
- 3. They talked too much
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Talking-to-Listening Ratio
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Talking-to-Listening Ratio
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Consultative Selling
“Needs Analysis” or “Fact-Finding”
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Prescription without Diagnosis is Malpractice
Diagnosis
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Beyond Fact-Finding
- 1. Get the prospect to tell you his “story”
- 2. Figure out if and how you fit into it
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Beyond Fact-Finding
Like any good drama, clients have needs and desires
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Beyond Fact-Finding
Yet something stands in the way of achieving them
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Beyond Fact-Finding
In order to sell your services, you must find
- ut five things:
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The Goal
What’s the problem to solve or the
- bjective to accomplish? What does
your prospect want or need?
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The Obstacle
Why hasn’t the problem been solved? What’s standing in the way of achieving this?
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The Attempt
What have they done to overcome this?
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The Failure
What happened as a result of each attempt? Why wasn’t the desired
- utcome achieved?
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The Desired Outcome
What is their vision of success?
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The Goal: Want or Need
“Is this project ‘mission-critical’ or a back- burner issue?”
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The Attempt
“Why aren’t you doing this yourself?”
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The Failure
“Why are you considering me?”
(Why do you need me?)
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Desired Outcome
“What would it mean to you personally if this project were a success?”
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True ROI
It’s not always about money
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sitepoint.com/author/john-tabita
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Free Guide
@johntabita Follow me on Twitter to get my free guide
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www.smallbusinessmarketingsucks.com/abusive-clients