Chapter 4, Research prior to the sale - Revision history

Dirkjan at 19:39, 27 August 2020

2020-08-27T19:39:42Z

Dirkjan: Replaced content with "Chapter 4, Research prior to the sale Category:howtomakethesale"

2020-08-27T19:04:19Z

Replaced content with "Chapter 4, Research prior to the sale Category:howtomakethesale"

Dirkjan: Created page with "From The path to purchase we know that by the time a customer reaches a sales person he/she already: * Has an inkling that it may be time to make a pu..."

2020-08-25T07:26:13Z

Created page with "From The path to purchase we know that by the time a customer reaches a sales person he/she already: * Has an inkling that it may be time to make a pu..."

New page

From [[The path to purchase|The path to purchase]] we know that by the time a customer reaches a sales person he/she already:
* Has an inkling that it may be time to make a purchase
* Probably gathered some information on the potential product offerings in the market place and
* Gone to the effort to come to your place of business

The chapter continues to define [[Hot button|Hot button]]s, the features that the customer gets exited about. Every product has multiple hot buttons. Sales people need to be very aware of the '''''hot button''''' of their own product.

In contrast [[Flagging landmines|Flagging landmines]] are defined as a hidden piece of information that, when you stray across it, it carries the danger that it might blow your sale completely away.

Key points of the chapter:
* The sales process begins long before the salesperson and they prospective customer shake hands for the first time
* When you are doing research prior to a sale, nothing you learn is wasted
* It ain't the customers job to do your research for you!
* Be clear about what you ''can'' deliver and ask the buyer about his expectations
* [[Hot button|Hot button]]s create excitement for the product
* [[Flagging landmines|Flagging landmines]] is a hidden piece of information that may blow up your sale
* An [[Objection|Objection]] is not a land mine. Landmines are more oblique and harder to surface. Which is why they are so dangerous.

[[Category:howtomakethesale]]

← Older revision		Revision as of 19:04, 27 August 2020
Line 1:		Line 1:
−	~~From [[The path to purchase\|The path to purchase]] we know that by the time a customer reaches a sales person he/she already:~~	+	Chapter 4, Research prior to the sale
−	* Has an inkling that it may be time to make a purchase
−	* Probably gathered some information on the potential product offerings in the market place and
−	* Gone to the effort to come to your place of business
−
−	The chapter continues to define [[Hot button\|Hot button]]s, the features that the customer gets exited about. Every product has multiple hot buttons. Sales people need to be very aware of the '''''hot button''''' of their own product.
−
−	~~In contrast [[Flagging landmines\|Flagging landmines]] are defined as a hidden piece of information that, when you stray across it~~, ~~it carries the danger that it might blow your sale completely away.~~
−
−	~~Key points of the chapter:~~
−	* The sales process begins long before the salesperson and they prospective customer shake hands for the first time
−	* When you are doing research prior to ~~a sale, nothing you learn is wasted~~
−	* It ain't the ~~customers job to do your research for you!~~
−	* Be clear about what you ''can'' deliver and ask the buyer about his expectations
−	* [[Hot button\|Hot button]]s create excitement for the product
−	* [[Flagging landmines\|Flagging landmines]] is a hidden piece of information that may blow up your sale
−	* An [[Objection\|Objection]] is not a land mine. Landmines are more oblique and harder to surface. Which is why they are so dangerous.
−
	[[Category:howtomakethesale]]		[[Category:howtomakethesale]]

← Older revision		Revision as of 19:39, 27 August 2020
Line 1:		Line 1:
−	~~Chapter 4~~, ~~Research~~ prior to the sale	+	From [[The path to purchase\|The path to purchase]] we know that by the time a customer reaches a sales person he/she already:
		+	* Has an inkling that it may be time to make a purchase
		+	* Probably gathered some information on the potential product offerings in the market place and
		+	* Gone to the effort to come to your place of business
		+
		+	The chapter continues to define [[Hot button\|Hot button]]s, the features that the customer gets exited about. Every product has multiple hot buttons. Sales people need to be very aware of the '''''hot button''''' of their own product.
		+
		+	In contrast [[Flagging landmines\|Flagging landmines]] are defined as a hidden piece of information that, when you stray across it, it carries the danger that it might blow your sale completely away.
		+
		+	Key points of the chapter:
		+	* The sales process begins long before the salesperson and they prospective customer shake hands for the first time
		+	* When you are doing research prior to a sale, nothing you learn is wasted
		+	* It ain't the customers job to do your research for you!
		+	* Be clear about what you ''can'' deliver and ask the buyer about his expectations
		+	* [[Hot button\|Hot button]]s create excitement for the product
		+	* [[Flagging landmines\|Flagging landmines]] is a hidden piece of information that may blow up your sale
		+	* An [[Objection\|Objection]] is not a land mine. Landmines are more oblique and harder to surface. Which is why they are so dangerous.
		+
	[[Category:howtomakethesale]]		[[Category:howtomakethesale]]