Use Questions to Inform Both Buyer and Seller
By Michael Nick
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Too often when salespeople get their chance to meet with Stakeholders at the executive management level, they don't have a logical, relevant, and consistent set of questions to discuss. As a result, questions they ask gather data that is inconsistent, irrelevant or not pertinent.
Your questions are not just tools to gather data, they serve to educate the buyer as well. Through a detailed questioning process, using the Needs Analysis Questionnaire as a guide, you help the customer understand the tangible cost of their current issues, pains, and goals, and explain the benefits customers can expect to receive as a result of using your product or service.
The ROI Financial Dashboard also helps your customer or prospect understand the specific value of those benefits, as well as the cost of waiting. Finally, your Needs Analysis Questionnaire's Benefit Statement describes specifically how you intend to provide the value you are proposing to deliver. This Benefit Statement can serve as the "silent sales person" on the proposal.
From: ROI Selling
© 2004 Michael J. Nick and Kurt M. Koenig
CAD-010-003002
Too often when salespeople get their chance to meet with Stakeholders at the executive management level, they don't have a logical, relevant, and consistent set of questions to discuss. As a result, questions they ask gather data that is inconsistent, irrelevant or not pertinent.
Your questions are not just tools to gather data, they serve to educate the buyer as well. Through a detailed questioning process, using the Needs Analysis Questionnaire as a guide, you help the customer understand the tangible cost of their current issues, pains, and goals, and explain the benefits customers can expect to receive as a result of using your product or service.
The ROI Financial Dashboard also helps your customer or prospect understand the specific value of those benefits, as well as the cost of waiting. Finally, your Needs Analysis Questionnaire's Benefit Statement describes specifically how you intend to provide the value you are proposing to deliver. This Benefit Statement can serve as the "silent sales person" on the proposal.
From: ROI Selling
© 2004 Michael J. Nick and Kurt M. Koenig
CAD-010-003002
Visit Michael Nick's Website: http://www.roi4sales.com
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