The Problem Awareness Grid - Revision history

Dirkjan at 19:40, 27 August 2020

2020-08-27T19:40:13Z

Dirkjan: Replaced content with "The Problem Awareness Grid Category:howtomakethesale Category:How you make the sale"

2020-08-27T19:04:29Z

Replaced content with "The Problem Awareness Grid Category:howtomakethesale Category:How you make the sale"

Dirkjan: Created page with "{| class="wikitable" ! !Problem !No Problem |- |Aware |Quadrant 1: '''Has a problem''' and '''knows they have a problem'''
'''@@color(green):negotiate@@''' |Quadrant 2: ''..."

2020-08-25T07:26:38Z

Created page with "{| class="wikitable" ! !Problem !No Problem |- |Aware |Quadrant 1: '''Has a problem''' and '''knows they have a problem''' '''@@color(green):negotiate@@''' |Quadrant 2: ''..."

New page

{| class="wikitable"
!
!Problem
!No Problem
|-
|Aware
|Quadrant 1: '''Has a problem''' and '''knows they have a problem''' '''@@color(green):negotiate@@'''
|Quadrant 2: '''Has no problem''' and is aware of not having a problem '''@@color(green):wait and build relationship @@'''
|-
|Not Aware
|Quadrant 3: '''Has a problem''' but is '''not aware''' '''@@color(green):educate@@'''
|Quadrant 4: '''Has no problem''' and is '''not aware''' there is no problem '''@@color(green):agitate and create doubt@@'''
|-
|}
* '''Quadrant 1, customer has a problem and knows it'''
** These are the easiest customers to deal with.
** Solve the problem in favorable terms and you have the deal
* '''Quadrant 2, customer does NOT have problem and know it'''
** These are not customers you are likely to meet. If you do, it is more difficult to sell to them but not impossible.
** Your task is to raise awareness by educating the customer. Then you solve the problem, negotiate favorable terms.
** They you to this sale is knowing where you are so you can know where you need to go.
* '''Quadrant 3, customer has a problem and does NOT know it'''
** They may be buying from a suppliers which is overcharging them. The may be unaware of the technology advances and buy the same product. There is a problem there to solve and the goal is to bring it into the awareness of this customer.
** The challenge here is to build a relation with the customer and wait. No hurry.
** Ask if you can contact in a few months from now.
** The current suppliers will always stumble or weaken a bit. This will be the time where you may have an opportunity.
* '''Quadrant 4, customer does NOT have a problem and does NOT know it'''
** These customers believe they ''may'' have a probem but it is only a hunch. They lack the data. It is your job to provide this customer with data.
** The challenge here is to agitate and create doubt in the customers mind
** When you created the doubt they may move to Quadrant 1

[[Category:howtomakethesale]]

[[Category:How you make the sale]]

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-The Problem Awareness Grid
+{| class="wikitable"
 [[Category:howtomakethesale]]
 [[Category:How you make the sale]]

The Problem Awareness Grid - Revision history

Dirkjan at 19:40, 27 August 2020

Dirkjan: Replaced content with "The Problem Awareness Grid Category:howtomakethesale Category:How you make the sale"

Dirkjan: Created page with "{| class="wikitable" ! !Problem !No Problem |- |Aware |Quadrant 1: '''Has a problem''' and '''knows they have a problem''' '''@@color(green):negotiate@@''' |Quadrant 2: ''..."

Dirkjan: Created page with "{| class="wikitable" ! !Problem !No Problem |- |Aware |Quadrant 1: '''Has a problem''' and '''knows they have a problem'''
'''@@color(green):negotiate@@''' |Quadrant 2: ''..."