Challenges and Concerns

key-solution

For salespeople, especially

It’s no secret that Qualifying Questions have my heart.  I am always looking for questions to ask early in the process that will inform selection and the overall project.

My new question (to designers if you’re a trade showroom or to the customer if you’re a retail showroom) is this: “What are the challenges and concerns you have about the project?”  Followed closely by: “What are the challenges and concerns you have about the products?”  And if YOUR customer is a designer: “What are the challenges and concerns you have about the client?”

And then just listen.

We spend so much time as salespeople looking for wants and desires, when there is just as much buyer motivation (maybe even more, actually) to avoid or fix something.  What are they afraid of?  What makes them crazy?

Find solutions for those issues.  And offer them via the product or as a personal or company service that will help them to solve those nagging.

Now go sell something!

xo

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