DISCOVERY is the roadmap to the sale. Do not rush it.
Done properly, this will give you the information you need to help the client find what he is looking for and solve a problem(s) he is having (known or unknown).
1. Specific needs (use level 1 and 2 type questions to discover) e.g What they are looking to buy, Why do they choose that particular product or type and Where are they buying it from (location of the property) When are they looking to buy?
2. Dominant Buying Motive (CORE INFLUENCER – In person, not solution).
People buy for different reasons, try find out their main reason for wanting to buy.
3. Key Decision Maker
Who and who will be involved in their decision making, will the husband not make the decision except he speaks to his wife? Will the buyer consulting anyone before making the buying decision?! All these, you must find out.
4. Financial Facts
Ask then questions like; how much are you willing to spend on this investment or this product… etc…
5. Decision Timeframe
Try as much to figure out how long they will take to make a decision. If I may ask, how soon are you looking to buy? Do you mind something ready or if I can help you ship it in? Do you prefer something under construction? If we found you ideal product, how soon are you going to decided whether to buy or not?
If they tell you they’ll make the decision immediately, then you’d understand the urgency of it.
6. Concerns/ Objections
70% of people who tell you, let me think about it will not come back to you again. They either have a concern about YOU, YOUR OFFER or THE COMPANY BEHIND THE OPPORTUNITY. try your best to discover their concerns and resolve them as soon as you can. It will make the sales process easier.
Check next post for continuation…
I am Kunle Ilori-Diamonds
President, The RareDiamonds Group.
If you need my help on closing any big deal you feel you can’t handle on your own, I am ready to jump on it and help you close it in less than 2 weeks.