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