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Posts Tagged ‘Price’

To succeed at selling: Questions and probes

Posted by 104Inc.com on October 20, 2008

Seeks information to understand situations, needs, and desired potential benefits.

To succeed at selling, you need to sell to customers’ needs. How do you find out about these needs? Research the industries your customers are in. Then confirm the information you gather by asking questions. Studies show that asking questions is the most powerful way to persuade.

 

 

1. Do your homework.
Know as much as possible about your customer’s industry, the products and services they provide, the challenges they face, and the business needs they’re striving to achieve–before you walk in the door. Locate this information through:

 

 

  • Online or offline databases
  • The Internet or your company’s intranet.
  • Newspapers, magazines, journals, trade publications, annual reports, and other sources of business data.
  • Business directories.
  • Professional organizations.
  • People within the organization who report to the customer. These “gatekeepers” can include receptionists, assistants, or junior people from associated departments.

Think about the information that will help you learn more about your customer’s situation and needs. For example:

  • What is the customer’s buying criteria? (Criteria might include service, price, and quality.)
  • Is there a problem or concern that needs to be addressed? How critical is it? In which area(s) does it have the biggest effect?
  • What are the customer’s time frames for making a purchasing decision?
  • Is the customer considering any of your competitors? Which ones? Why?

Anticipate problems your customer might be experiencing. Before you meet with the customer, identify how your products and services can solve those problems.
2. Ask questions.
Ask questions to clarify the customer’s situation and needs. There are four types of questions that are critical.
 
 
 
Basic Fact Questions. The answers to these questions reveal specific information about the buyer and his or her business.

Examples:

  • How many operations like this does your organization have around the world?
  • How many people are employed at this plant?
  • What are your plans for growth over the next five years?

By doing your homework, you can answer many basic fact questions. Be selective about the number of these questions you ask customers. People are busy and, in many cases, don’t have time to educate you on the basic facts about their business. Seek only clarification of information that is not obvious or readily understood.

Problem Questions. These questions surface problems that the customer is experiencing. Their purpose is to help you:

  • Better understand the customer’s concerns or dissatisfaction with the current product or service.
  • Identify how your products and services might solve the problem.

Examples:

  • What problems are you experiencing with your present system?
  • Why do you think the process is so inefficient?
  • What quality or reliability problems are you experiencing?

Consequence Questions. Often, asking problem questions will get the customer interested in your product or service. Sometimes, however, you need to increase the size of the problem in the customer’s mind to promote interest. Asking about the consequences of problems “builds the pain” of the customer’s current situation.

Examples:

  • How will the problems you’re experiencing with your present system affect productivity?
  • To what extent do your process inefficiencies translate into opportunities for your competition?
  • What kind of turnover or training costs are you incurring because of your situation?

Asking hypothetical questions drives home the need for a solution–especially in the minds of your customers. If they didn’t recognize the extent to which a problem could damage individuals or the organization, they will now.

Benefit Questions. These questions surface the usefulness or benefit of implementing your product or service. By asking questions that let customers tell you the value of your solution, you ultimately allow them to convince themselves of the need for your product or service.

Examples:

  • How would it help to have online diagnostics?
  • What advantages would you gain from a software package that requires very little training to use effectively?
  • Is there any other benefit of eliminating this problem?

The key to successful sales calls is preparation. When planning your next sales call, write down questions that you need to ask your customer. Consider each category–basic fact, problem, consequence, and benefit–and plan your call around asking those types of questions.

 

Keep in mind that when making a purchasing decision, a customer must answer the question, “Is the problem big enough to justify this solution?” Therefore, you must ask several problem and consequence questions. This will raise awareness in the customer’s mind that the current situation and needs are serious enough to warrant buying your solution.

 

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10 Secret Tips for Free Dropshipping!

Posted by 104Inc.com on September 4, 2008

San Jo...Image via Wikipedia

Many entrepreneurs have found success in the dropshipping industry Sign up for a Free 104inc Trial! For those who aren’t familiar, dropshipping is a business term used for a situation where a seller sets a retail price for an item, collects the payment, sends the wholesale cost to a dropshipper and the item ships directly from their warehouse. In most cases, the seller never even handles the merchandise because every aspect of shipping is handled by the dropshipper. As successful as the industry has become, there are concerns that arise from this method of selling. In order to familiarize you with those concerns and other helpful information, a list of 10 tips has been compiled. Anyone in the dropshipping industry, or who is considering it, should take their time and gather as much information as possible.  Find out what eBay buyers really want!

Free Dropship Tip 1: Check out the dropshipper’s reputation with the Better Business Bureau in their area. How long have they been in business? Has anyone ever filed a consumer complaint against the company? If so, has the complaint been resolved? This information can be found at http://www.BBB.org.

Free Dropship Tip 2: Ask the dropshipper how quickly they will be able to fulfill and ship the order. Be sure to inquire about whether or not a tracking number will be available. The tracking number will be very important because, if an item doesn’t arrive, you will need to have some means to track the purchase and to make sure that it was shipped. If a customer doesn’t receive a product, they will look to you for answers.

Free Dropship Tip 3:
If you are dropshipping, this means that the item you are selling is not in your possession. It’s very important to let your customers know this. Sellers should indicate that the item will ship directly from your supplier.

Free Dropship Tip 4: An important factor to consider is the delivery time. It’s pertinent to let buyers know that, because the item is shipping directly from your supplier, they may need to allow extra time for delivery. Make sure to ask your dropshipper how long delivery takes so that you may pass this information on to your buyers.

Free Dropship Tip 5: If a problem should arise during the course of shipment, or if a shipment is delayed, promptly address the issue with your buyer. It’s important to have good communication and to let your customers know that you are always there to answer their questions.

Free Dropship Tip 6: Be cautious of a dropshipper who requires that you pay a fee to access their product line. A legitimate dropshipper should not charge to set up an account unless they set up a feed or website for your business.

Free Dropship Tip 7:
When ordering from a dropshipping company like BuyatDiscounts.com, there should not be a minimum order. It’s normal to get discounts on larger quantities, but the dropshipper should be able to accommodate any order size from 1 to 100.

Free Dropship Tip 8: Consider doing business with more than one dropshipping company. It’s always a good idea to shop around for a larger variety of better deals. Don’t put all of your eggs in one basket, so to speak.

Free Dropship Tip 9: When you begin doing business with a new dropshipping company, order a few test products for yourself. Afterall, you are the one who will be selling the products and you will want to make sure the company offers quality products, reliability and accuracy in filling orders.

Free Dropship Tip 10: The whole idea behind dropshipping is wholesale. You are buying a product at such a low price that you should be able to sell it for a profit. The dropshipper is the wholesaler and you become the retailer. It’s easy to forget that some things really are too good to be true. Just like everything else, there are scams out there so be careful. The bottom line is that regardless of how wonderful the deals may seem, start slow and build up to larger orders as you become more comfortable with the process.  Start dropshipping today at 104Dropship.com

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