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| − | {| class="wikitable"
| + | The Problem Awareness Grid |
| − | !
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| − | !Problem
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| − | !No Problem
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| − | |-
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| − | |Aware
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| − | |Quadrant 1: '''Has a problem''' and '''knows they have a problem''' <br>'''@@color(green):negotiate@@'''
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| − | |Quadrant 2: '''Has no problem''' and is aware of not having a problem<br>'''@@color(green):wait and build relationship<br>@@'''
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| − | |-
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| − | |Not Aware
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| − | |Quadrant 3: '''Has a problem''' but is '''not aware''' <br>'''@@color(green):educate@@'''
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| − | |Quadrant 4: '''Has no problem''' and is '''not aware''' there is no problem<br>'''@@color(green):agitate and create doubt@@'''
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| − | |-
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| − | |}
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| − | * '''Quadrant 1, customer has a problem and knows it'''
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| − | ** These are the easiest customers to deal with.
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| − | ** Solve the problem in favorable terms and you have the deal
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| − | * '''Quadrant 2, customer does NOT have problem and know it'''
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| − | ** These are not customers you are likely to meet. If you do, it is more difficult to sell to them but not impossible.
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| − | ** Your task is to raise awareness by educating the customer. Then you solve the problem, negotiate favorable terms.
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| − | ** They you to this sale is knowing where you are so you can know where you need to go.
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| − | * '''Quadrant 3, customer has a problem and does NOT know it'''
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| − | ** 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.
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| − | ** The challenge here is to build a relation with the customer and wait. No hurry.
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| − | ** Ask if you can contact in a few months from now.
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| − | ** The current suppliers will always stumble or weaken a bit. This will be the time where you may have an opportunity.
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| − | * '''Quadrant 4, customer does NOT have a problem and does NOT know it'''
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| − | ** 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.
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| − | ** The challenge here is to agitate and create doubt in the customers mind
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| − | ** When you created the doubt they may move to Quadrant 1
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| | [[Category:howtomakethesale]] | | [[Category:howtomakethesale]] |
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| | [[Category:How you make the sale]] | | [[Category:How you make the sale]] |
