| In the last article, we discussed the difference | | | | bottom line and truthabout their needs. |
| between asking questions and probing. When you are | | | | There is much more we can add to this list, but you |
| asking a question, (Point #2) you are gathering | | | | get the picture of what we need to get done, as sales |
| information. Our next point # 3 is probing. Why should | | | | people. The most important part of probing is to building |
| we probe? You need to qualify a customer and | | | | your case for your product, service, and company. At |
| identify their needs, wants, and desires. Identifying | | | | the same time, you build a business relationship with |
| customer needs, wants, and desires is what leads to | | | | the buyer. Let's look at a simple question from the |
| the sale. Most likely, you will not be able to do this by | | | | sales person and the response from the customer or |
| fact-finding only. You must find out more than just the | | | | buyer and then, a probing question from the sales |
| basic information. Probing is the art of becoming your | | | | person: |
| company's private detective salesman. We want to | | | | Question |
| build on this premise. A private detective salesman has | | | | "What kind of computer equipment do you use here at |
| to dig and assess the following: | | | | yourbusiness?" |
| 1. Discover what kind of computers, scanners, printers, | | | | Customer |
| andequipment the potential customer needs for the | | | | "We have hp pavilionmx50 computer systems." |
| present and forthe future. | | | | Probing by the sales person |
| 2. What size and type of computers, scanners, | | | | "Do you feel that the computers are adequate for |
| printers, and equipmentare they using? | | | | your presentbusiness needs?" |
| 3. Are they happy with the present system? | | | | "Also, are you planning for the future?" |
| 4. Have they been planning for future growth in their | | | | Important Warning: |
| budget? | | | | Do not present your product and service when you |
| 5. Are they happy with their present computer and | | | | are asking questions and probing. You must wait! The |
| service company? | | | | next step, which is called 'The Presentation' is Point |
| 6. This is key. You need to be observant when you | | | | Four of The Sales Cycle. The Presentation is where |
| are on location tosee what employees think of their | | | | you show your knowledge of their needs and |
| present system. | | | | knowledge of your company's products and services. |
| 7. Evaluate the location and try and visit with people, in | | | | This is where you build your case as to why they |
| order toget free information. | | | | should buy from you, and use your service company |
| 8. Can you and your company be competitive with | | | | to maintain their equipment. Remember to listen for the |
| your products andservices? | | | | free information that the customer will give you. Show |
| 9. You need to build a case for you and your | | | | the customer that you were listening when they were |
| company. | | | | explaining their needs, wants, and desires, by fulfilling |
| 10. You need to do your very best to get to the | | | | their wishes. |