The most important part of the sales process is definitely the survey process. This is where you find out information about the prospect/customer . In other words, what are their needs, wants, and pains. It's what I call NWP’s™.
You may have also noticed; I am listing prospect/customer throughout this article because you should be constantly surveying your current customers as well because their NWP’s™ may have changed.
Often times salespeople assume they know what the prospect/customer wants. Doing this is a biased way of thinking. You are consciously or subconsciously bestowing your opinion/ideas/way of thinking/preferences upon the prospect. In doing this, you are using this information to write a proposal and wondering later why they are not returning calls.
It is very important to understand NWP’s™ from the prospect/customer point of view. You can do this by asking open-ended questions and listening. Next week in Part 2, I'll be breaking down needs, wants, and pains. What they mean and some tips on how to find out what they are.
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