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Education resource for the group travel supplier


Wednesday, 20 June 2012 11:59

Take the Time to Fit Customers' Needs

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Companies can kill two birds with one stone when their sales reps customize customer's needs and make a long-term sale in one phone call.

When a customer asks for a discount, that’s a strong “buying signal.” You can shut the conversation down by simply saying “no.” Or, you can open up the conversation and learn more about your customer.

Start by asking, “I’ll be able to respond to your request more effectively if I can understand what’s behind it. Can you say something about why you need a discount or feel our price is too high?” Next, you might say, “I can reduce the price if the scope of the proposal is also cut back, or if we could agree to a long-term relationship with guaranteed volume levels. Would you like me to develop an option to do this for you?”

“By using power questions, you can delve deeper into the customer’s needs,” says Andrew Sobel. “You might find another way you can show him the value he wants. In the long term, that will be viewed much more positively than a one-time discount and is a much better option than turning him down completely.”

Spend time with your customers in order to discover their needs. Make those needs fit your own sales quota as well.

Sources: Andrew Sobel, Jerold Panas—Power Questions: Build Relationships, Win New Business, and Influence Others

Read 1829 times Last modified on Wednesday, 20 June 2012 13:42

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