Tags |
|
|
Links |
|
|
Digg it UP - Finding the Need is Only Part of the Sale
Cover letters go hand in hand with resumes. Ads do not really mention anything about having one. Applicants are just expected to make one.What to write in it is not the hard part, but knowing how to write it is. A cover letter should get top priority with every applicant's attention since it is the best way to build a decent impression to the hiring bodies.Since the skills are already outlined and h
Let me give you another way to think about this…suppose, just suppose for a moment, that instead of just focusing on 'needs' we broaden our thinking: a
IntroductionSix Sigma is all about quality improvement and was first pioneered by Motorola in the 1980s. Over the last few years, this methodology has received much recognition and several companies have adopted it in order to meet their targets. Six Sigma’s clientele include a long list of well-established manufacturers like General Motors, Ford Motor Co., GE, Honeywell and many more. However, there are stil
Well, the problem with that approach is that it only addresses part of the pie. Think about it. What do you do when YOU need something? Let’s say you need to buy a new computer; do you sit around and wait, hoping that a computer salesperson is going to call you? NO, of course not; you go out and you fulfill your need.
So, as a salesperson, if people really NEED your product or service they will pick up the phone and call you to place an order. If that’s the case, why aren’t you selling more??? Oh, you say, they’re buying from your competitor. Or, you might tell me, 'Well, they just don’t KNOW that they need my product or service; my job is to 'find the need' and to 'build their pain.'
Let me give you another way to think about this…suppose, just suppose for a moment, that instead of just focusing on 'needs' we broaden our thinking: as
There are many activities that oppose to change initiatives. Maintenance is one you probably wouldn’t reckon to fit the profile, yet it is a very powerful element fighting change propositions. And possible without the intention of doing any harm.Maintenance is the group of activities that are used to gradually upgrade... systems, buildings, cars and just everything else that is durable. Even knowledge can or
Well, the problem with that approach is that it only addresses part of the pie. Think about it. What do you do when YOU need something? Let’s say you need to buy a new computer; do you sit around and wait, hoping that a computer salesperson is going to call you? NO, of course not; you go out and you fulfill your need.
So, as a salesperson, if people really NEED your product or service they will pick up the phone and call you to place an order. If that’s the case, why aren’t you selling more??? Oh, you say, they’re buying from your competitor. Or, you might tell me, 'Well, they just don’t KNOW that they need my product or service; my job is to 'find the need' and to 'build their pain.'
Let me give you another way to think about this…suppose, just suppose for a moment, that instead of just focusing on 'needs' we broaden our thinking: a
So you are a business owner or a customer service representative and you have a customer who is calling you with a complaint or a problem with your product or service? What should you do about your customer and their call?The first thing to do when your customer calls with a complaint is to stop; that is to defy everything that your brain, your heart, and your emotions tells you to do. Your brain, your heart,
So, as a salesperson, if people really NEED your product or service they will pick up the phone and call you to place an order. If that’s the case, why aren’t you selling more??? Oh, you say, they’re buying from your competitor. Or, you might tell me, 'Well, they just don’t KNOW that they need my product or service; my job is to 'find the need' and to 'build their pain.'
Let me give you another way to think about this…suppose, just suppose for a moment, that instead of just focusing on 'needs' we broaden our thinking: a
Inevitably - and surely rightly - business men and women take their eye off the ball while they take their holiday break. The business community can at last be human again, spending time with family and friends. The turn of the year marks a universal celebration where we look back at what went before and look forward to the future. Just as inevitable, though, the whole cycle starts again and business cranks back in
Let me give you another way to think about this…suppose, just suppose for a moment, that instead of just focusing on 'needs' we broaden our thinking: a
Several years ago, before I joined the Senior age bracket myself, I worked in a hospital business office. There I became aware of the problems seniors were having relative to their insurance. Listening to their conversations I realized their problems were not limited to insurance. They had no place to turn to for solutions to their problems. As an employee of the hospital I was not able to even give the seniors wh
Let me give you another way to think about this…suppose, just suppose for a moment, that instead of just focusing on 'needs' we broaden our thinking: as a salesperson you want to find out about what people DO. Your job is to find out and understand what they’re doing now, how they’re doing it, who they’re doing it with, when they’re doing, why they’re doing it that way, and then to help them do it better. Makes sense, right?
When you adopt the DO philosophy over the NEEDS philosophy, your thinking and the questioning will become much broader. By asking 'do' based questions you get better information from your prospects, which in turn allow you to make a proposal that will make much more sense to the prospect. And the only reason people buy something is because it makes sense to them.
By asking 'do' based question you are creating a conversation which engages your prospect. When performed at its best, selling is an extended conversation; it is not an interrogation by the salesperson, and neither is it a 'product dump' where you
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.diggitup.net/article/40112/diggitup-Finding-the-Need-is-Only-Part-of-the-Sale.html">Finding the Need is Only Part of the Sale</a>
BB link (for phorums):
[url=http://www.diggitup.net/article/40112/diggitup-Finding-the-Need-is-Only-Part-of-the-Sale.html]Finding the Need is Only Part of the Sale[/url]
Related Articles:
Medical Transcription - Terminology and Training
How to Prepare Yourself as a Technical Translator
From Astronauts to Entrepreneurs
Bookmark it:
|