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Education resource for the group travel supplier

 


Friday, 26 October 2012 11:31

Perfect Sales Conversation Starters

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During initial conversations with a potential customer, your most important job is to find out: A. Does this prospect really need my offering?
 B. Does this prospect have money to buy my offering? 
C. How would this prospect spend that money? If you don't get answers to A and B early in the sales cycle, you run the risk of spending your valuable time developing an opportunity that's actually a dead end. And if you don't get an answer to C, the opportunity will probably get bogged down before the money can be spent.

Here are a few quick ways to get conversations started that will discover this essential information:

Measure Up Needs

  • Tell me about your organization... and yourself?
  • What do you like or dislike about what you're currently doing?
  • Where would you like to see improvement? What could be enhanced?
  • What other options are you looking at?

The Budget

  • What can you tell me about your priorities?
  • How do you handle budget considerations?
  • How will the funding for the project cost be justified?
  • How much support do you have at the executive level?

Confirm the Buying Process

  • Have you or will you be evaluating different options?
  • What can you tell me about your decision-making process?... and others involved?
  • What obstacles might get in the way of moving this forward?

Use these questions to discover whether a prospect will buy from you before you waste time on the opportunity. It also gives you the opportunity to lend yourself as the expert and provides you with the opportunity to talk about how you can help solve some of their issues, answer questions, ease hesitations and influence decisions.

Source: Geoffrey James

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