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Initiating the Sale

Discover why determining customer needs is a crucial step in the sales process. This module outlines three effective methods: observing body language, active listening, and strategic questioning. By understanding customer needs, salespeople can align their offerings with buying motives, leading to increased success and satisfaction. Learn when to initiate this process right after your approach and how to formulate questions that encourage open dialogue without overwhelming the customer. Enhance your sales skills and foster better connections with clients.

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Initiating the Sale

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Presentation Transcript

  1. Initiating the Sale TMU 08 Sec 04

  2. TMU 08 Sec 04 – Determining Needs in Sales What You’ll Learn • Why determining needs is an essential step in the sales process. • Three methods used for determining needs.

  3. Why determining needs is important: • Customer needs are related to buying motives. • When customer needs are met, the salesperson experiences a feeling of success.

  4. When to Determine Needs: As early in the sales process as possible, usually right after the approach

  5. How to Determine Needs • Observing – Nonverbal communication (body language such as facial expressions, hand motions, and eye movement.)

  6. How to Determine Needs • Listening – Helps you pick up clues

  7. How to Determine Needs • Questioning – Gets the customer talking • Begin with general questions about intended use. • Then ask Who, What, How questions

  8. Guidelines for Questioning • Do ask open-ended questions that encourage talking • Do ask clarifying questions to make sure you understand needs • Don’t ask too many questions in a row – customer may feel cross-examined • Don’t ask questions that might embarrass or put the customer on the defensive

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