Monday Article By Ojoarome - Selling In The 21st Century (Series Two)

Series 2

 

     This piece is becoming more interesting week after week, incase you missed the first series of our Monday Article by Ojoarome (selling in the 21st century)  CLICK HERE TO READ MORE

 

Enjoy your reading below:


SERIES TWO (SELLING IN THE 21ST CENTURY)

EXAMINATION                    DIAGNOSIS                         PRESCRIPTION

The above can be likened to three legs of a pot, without which the pot can't be stable, from the first stage ‘rapport’ until your prospect is convinced that you are his friend and acting in his interest, he/she cannot ever seriously consider your offer. 

The fact above well establishes that you must take sufficient time to build a concrete bridge of personal want and rapport between yourself and the prospect before you can go any further, this is equivalent to the examination phase of a doctor-patient relationship. If you attempt to sell without taking the time to understand your prospect, he/she maybe polite but he/she will usually be uninterested in doing business with you.

INDENTIFICATION OF PROBLEM.

This process is the equivalent of diagnosis phase in the doctor-patient relationship. As a sales consultant, you are a problem solver, your product or service is a solution to a problem that the client has or might have. Both in establishing support and identifying the problem that you produce or services you can solve, you ask carefully prepared questions and you listen intently to the answer. 

You ask a certain number of personal bases, but the majority of your questions are aimed at the prospects problem or situation. It is only when you are addressing yourself to a zeal problem or ‘pain’ being experienced by prospect that he/she will see you and treat you as a professional other than just a sales person.

PRESENT SOLUTION.

Following mutual agreement on the definition of the problem is the presentation of your solution. Writing the presentation, your job is to find problems for which your products or service is the solution or answer that a customer needs. 

The focus of your questioning and conversing should be on how your product or service can be acquired and used by your prospect in cost effective ways in an ideal presentation and the issue of price is left until the end of the solution phase of the sales process and until then, it is inappropriate and even counterproductive to bring it into the equation. 

Any discussions of price before the prospect has decided that he/she wants to enjoy the product will dampen or destroy the sales.

Prospects almost always ask about your discussion but any discussion of price before buying desire has been aroused sufficiently is out of place. It is too easy. It does not matter how much it cost if the prospect does not see it as the ideal solution to his problem.

In Continuation,,,,,,,,,,,,,,,,,,,,,,,,,

Ojomali Ojoarome

C.E.O EDO

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