Some
People Try to Determine Need by Asking a Prospect
"Do You Need" or "Do You Want to Buy Promotional Products?"
While
this may sound like a reasonable, straightforward approach,
the problem is that many people may not know they need promotional
products, so you can get a lot of "false negative" responses.
Also, it's a self-serving question. I'm not really asking
about the prospect or the prospect's business. I'm only
asking if the prospect wants to buy what I have to sell.
That makes it very easy to say no.
To Accurately Determine Need, We
Have to Get into the
Brains of Our Prospects, and Ask Questions that are
More in Synch with Their Thinking Processes....
"What
events do you have coming up within the next three to six
months? Are you planning any new product launches? What
do you currently do to recognize existing clients? How do
you reward employees for a job well done? How do you plan
to drive more traffic to your next trade show event?"
While
none of these questions even mention promotional
products, every single one of them helps you to determine
need, because promotional products can be used to help them
with all of those things.
If the prospect responds to each of those questions with
a negative (no events, no product launches, nothing to recognize
clients, reward employees or drive traffic -- and no plans
to do any of that) then chances are the client is
unqualified to buy from you! At that point, you
can make a swift and speedy exit.
Determining
Need and Eliminating Unqualified Prospects
is an Important Part of Your Job
In many cases, traditional sales training places too much
emphasis on "convincing" or "persuading" unqualified people
to buy.
When
we try to persuade someone with no need to buy from us,
it's a no-win scenario. Focus instead on building
rapport and qualifying correctly,
in order to help those that need help and waste as
little time as possible on those who don't!
Next
week, we'll move on to the third step in this seven step
process, and provide even more concrete examples of how
you can make things work better and grow faster in your
business. To
get started immediately, click
here or call 1-800-494-2721.
-
If
you're just getting started, or
generating less than $250,000 a year in annual gross
sales
click
here.
-
If
you're already established
and generating $250,000 a year or more in annual gross
sales click
here.
We're
here to help.
Sincerely,
David Blaise
Top Secrets of Promotional
Products Sales
