Sales & Marketing Management

Nevertheless, be careful that you don't bombard the customer with questions!

Û Avoid speaking too fast

Û State your questions clearly in simple language

Û Be a good listener

Û Pause frequently, giving the customer time to respond

Once you feel you have and understand all the information, you should then
restate your conception of the customer's need to ensure that you have
understood it correctly.

For example, say

′′Now let me understand this correctly. What you are saying is___′′

When you have the customer's confirmation that you understand their needs
you are then able to present the various products or services that you feel will
best suit those needs.

It is always best to offer the customer choices that will all address their need.
Offering choices in the right way is positive selling.

This means that offering positive choices allows you to upgrade the sale

while the customer's basic needs will be satisfied no matter which choice is

made.

Let's look at a typical sales situation and give you examples of:

Û Questions to ask

Û Typical responses

Û How to deal with the responses

Û How to conduct yourself during the questioning process