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M302 pt the_gathering_ppt
 

M302 pt the_gathering_ppt

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    M302 pt the_gathering_ppt M302 pt the_gathering_ppt Presentation Transcript

    • Stage 2. The Gathering Find the pain the customer wants to get away from and the pleasure they want to move towards.
      • Peter Thomson
      Copyright 2010 | Ripple Effect Systems Ltd 1 M302
    • Be interested, not interesting
      • During the gathering stage you must clearly indicate your interest in the customer’s problem.
      • Gather before you present a solution.
      • To gather: create a customer form to outline the key information you need.
    • Open and closed questions
      • Open questions get lots of information.
      • Closed questions bring the conversation to a close, or get short bursts of information.
      • The ability to ask good, well thought-out, structured questions is the sign of a great salesperson.
    • The statement question
      • When you make a statement followed by a question, if someone answers the question they won’t question the statement .
      • This is the most powerful way of communicating with someone.  
    • The magic formula
      • Consider both the towards motivation (pleasure) and the away motivation (pain) of your client in equal amounts to achieve a great sale.
    • Focusing questions
      • “ What are you trying to achieve by buying this product?”
      • “ What are the two main benefits of our product to your company?”
      • Focus the customer’s mind.
    • Mistakes with questions
      • Your tone. Keep it neutral and interested.
      • Ask a question and then make sure you listen to the answer.
      • Stay away from monologues.
      • If you meant to ask a question, don’t let it turn into a statement.
    • The YARD method
      • YARD: Yes, Action, Result, and Delighted
      • If you ask a question that could only be answered when these four stages have taken place, then in the customers mind those stages have already taken place.
      • Ask a question about the second order, or phase two, for example.
    • Yes tags and no tags
      • Prompt someone to say ‘yes’. Isn’t it? Doesn’t it? Wouldn’t it? etc. Don’t overuse them or else people will feel manipulated.
      • The positive ‘no’ question: “Do you have any other questions before we go ahead?”
    • Things to remember
      • Practice, practice, practice.
      • Think about the files you’re opening in people’s minds.
      • Questions are the most under-utilised aspect of communication.
      • Make sure that you’re not manipulative.
    • Ripple review
      • Clearly indicate your interest in the customer’s problem.
      • Open question = lots of information; closed question = less information.
      • Away motivation (catalyst for action); towards motivation (continuation of action).