THE QUEST SOLD

THE

Have a finely tuned targeting machine. Know the profile of your buyers and then approach them with an eye catching offer.

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.

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.

QUEST

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".

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.

Check your own product offerings, map them to the clients needs and make sure that there is a fit.

Customise your offering and price to the clients needs and change or adapt anything that may be a barrier to the client proceeding with you.

Indentify a key differential by which the client can distinguish your offering from the competition.

SOLD!

Restate the clients needs and be sure to match them to the benefits your offering provides. Ask for commitment.

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.

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.

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 contact us.