Qualifying questions are typically related to budget, authority, need and timeline. When the lead is a qualified prospect, your rep may proceed with a needs assessment. Depending on your product or service, this may be conducted during a separate interaction, by phone or in person, and scheduled at the close of the qualifying call. At this stage, reps need to have a series of standard questions prepared to ask prospects. This will prevent them from forgetting to enquire about any important details while guiding the conversation.
Plus, this makes them look more professional to potential customers. These questions should be open-ended to encourage the prospect to talk. Reps need to be sure to listen more than they speak at this point in the sales process. Although they may be tempted, they should not start discussing product at this point. This information makes it easier for your team members to tailor their sales pitch or demo to each specific prospect. Plus it allows them to anticipate any objections by understanding what might prevent the potential customer from moving forward with your solution.
Examples of questions that might be included in this stage are:.
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When all questions have been discussed, it is important that your reps verify their understanding of what the prospect told them. The best way for them to do this is by recapping what they heard and requesting confirmation. This ensures that the rep is on the same page as the prospect before proceeding to the next step.
If needed, additional questions may be asked to clear up any areas the rep misinterpreted. This is why it is critical that reps gain a clear understanding of what is discussed during the needs assessment stage. This will provide additional context and facilitate an even better quality pitch or demo.
Be sure that your reps make note of any specific benefits in which the prospect is most enthusiastic about. At the end of this stage a proposal, if appropriate to your product or service, is typically scheduled for a mutually agreed upon date. Not all products and services require a separate proposal. If yours does, it should be customized for the prospect based on all that your sales rep has learned about their needs, challenges and motivations so far.
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These are also known as objections. There are usually a limited number of recurring objections for any given offering. Keep a record of these and what responses are best to address these. This is where prospects commit to purchase or to stop the process. It is just one step in what may be a very long sales cycle. While this may seem like the most important step, it is only successful when all the previous steps have been completed properly and in order.
There are hundreds of different closing techniques, tips and tricks, but the most important thing to remember is that it is not a standalone event. When the sale is made, prospects agree on your terms and price or negotiate for mutually beneficial ones. All objections have been addressed and all details are finalized for delivery, fulfillment or related actions.
This may also involve introductions to others in your company who will be handling these next steps. Happy customers make excellent candidates for your other services. Masters Thesis. University of Amsterdam, Department of Communications. And, there is an amalgam of personalities online". Harper's Bazaar. Internet World.
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The Telegraph. Social networking services. Kickstart Yahoo! Mash Yahoo! Meme Yik Yak. Ning Wall. Social network analysis software Diaspora software Web 2. Social network advertising Social network hosting service Online dating service comparison Mobile. Bot helps define the problem and begins sending relevant content:.
Best Practice : Connect your the Chatbot to every piece of awareness content on your site. Incentivise customers to use the bot as a way to self diagnose. Bot will then automatically take users from awareness to decision once it as calculated what segment they belong in. Bot helps compare solutions and guides customer towards purchase:. Chatbots can personalize and customize content in a scalable way.
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Once you know what your users like, you can deliver them the exact right content at the right time. The key to getting this right is in knowing your customers and being able to ask the right questions. Use this format after you have identified which segment the customer belongs in. If you did all of the above well, sales should happen naturally.