In this video, learn how to identify, prioritize, and quantify the customer's issues.
- The next step in the model is critical, … and many sales professionals get tripped up … and ultimately undo all the great trust building … they achieved in the connection step, … by launching into either a full-blown sales pitch, … or an ill-timed company story. … It's too early for both of those. … You must resist the urge to do either. … The number one job of any sales professional … is to solve the customer's problem. … What you need to do now is have a rich discussion … around the issues or problems the customer's having. … Step two, consultative qualifying, … is all about you showing the customer … that you really want to understand their world, … and their issues from their perspective. … The way to do this is by following … a simple four step process that I call The Four I's. … The first I is to identify … the issues the customer is having, … and help them prioritize those issues, … in the order of importance to them. … The second I is the impact those issues are having … on the customer and their business or situation. …
- The trust continuum and the trust matrix
- The three-layered brain and five neuro-elements
- Creating connections
- Establishing credibility
- Handling objections