NEADS Makes Qualifying Effective
By Tom Hopkins
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Learn About Needs Before Pursuing a Sale
The term qualification means we qualify them before we start telling them about a future decision. We've created an acronym that we've taught worldwide that has been received so beautifully.
It's using the words NEADS spelled N-E-A-D-S, meaning we're not going to talk about a future buying decision until we find out what are their needs.
Now this will make you unique, by the way, in the profession of selling. Most salespeople, as soon as they meet a person, are starting to tell them what they should buy, this is best for you, we know what you need. That's too pushy today.
We are going to use the acronym and each letter triggers one of the concepts of questioning and qualifying.
The "N" stands for the word now, meaning what do they have now. Never forget this. Past buying experience somewhat dictates future buying decisions. You show me your past and I can tell you a lot about your future. Once I know what you have now or what your past experience is, I then want to probe with questions about what you enjoy and that's what the "E" stands for.
What do they enjoy about what they have now. Why? They'll want that again in the new product or you'll create something better in your product.
The "A" in NEADS stands for what they'd like to alter. What do would you like different, what do you want to change. Of course, the "D" stands for decision-maker. So important we find out who the decision-maker is.
You can do that with one wonderful little sentence. You can smile at the decision-maker and say, "If we are fortunate to satisfy your needs, who other than yourself will be involved in the final decision." Wonderful sentence for you to write down and start using.
And of course the "S" stand for solution. We are a solution company. We find out what you need and we have the solution.
From:The Highlights of the Perfect Sales Process DVD
© 2007 Tom Hopkins International, Inc.
KKT-006-006075
The term qualification means we qualify them before we start telling them about a future decision. We've created an acronym that we've taught worldwide that has been received so beautifully.
It's using the words NEADS spelled N-E-A-D-S, meaning we're not going to talk about a future buying decision until we find out what are their needs.
Now this will make you unique, by the way, in the profession of selling. Most salespeople, as soon as they meet a person, are starting to tell them what they should buy, this is best for you, we know what you need. That's too pushy today.
We are going to use the acronym and each letter triggers one of the concepts of questioning and qualifying.
The "N" stands for the word now, meaning what do they have now. Never forget this. Past buying experience somewhat dictates future buying decisions. You show me your past and I can tell you a lot about your future. Once I know what you have now or what your past experience is, I then want to probe with questions about what you enjoy and that's what the "E" stands for.
What do they enjoy about what they have now. Why? They'll want that again in the new product or you'll create something better in your product.
The "A" in NEADS stands for what they'd like to alter. What do would you like different, what do you want to change. Of course, the "D" stands for decision-maker. So important we find out who the decision-maker is.
You can do that with one wonderful little sentence. You can smile at the decision-maker and say, "If we are fortunate to satisfy your needs, who other than yourself will be involved in the final decision." Wonderful sentence for you to write down and start using.
And of course the "S" stand for solution. We are a solution company. We find out what you need and we have the solution.
From:The Highlights of the Perfect Sales Process DVD
© 2007 Tom Hopkins International, Inc.
KKT-006-006075
Visit Tom Hopkins's Website: http://www.tomhopkins.com
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