Post by account_disabled on Jan 3, 2024 23:28:14 GMT -5
This way, you can give yourself enough time to make a decision, or rush the purchase without much room for error. Propier success story CTA 4. Review the budget in detail In more traditional sales models, budgets and costs are often discussed until the end of the purchasing process, since it was thought that buyers would be more willing to purchase the product or service once they knew its benefits, no matter how expensive. out. While this may work in some cases, the truth is that in the Sandler model it is better to do it halfway, as this is part of the lead qualification process. By knowing this information, you will be able to offer them products and plans tailored to their needs, or – if they do not have the necessary budget – you will be able to abandon the sale and focus on other leads.
We recommend that you always ask the prospect if they have already used a similar product or service, and how much it cost, in order to have a broader view of their experience Phone Number List with the competition and what you could offer to improve their experience. 5. Discuss decision making It is also known only as “decision”, and is the last stage of the qualification phase. Taking that into account, this consists of a review of all the points discussed above, to determine if the prospect meets all the requirements to make the purchase. In the event that both the sales advisor and the prospect agree to the purchase, the following must be determined: In which medium the purchase will be finalized. The quantity of products. Where the product will be collected, or where the service will be valid.
The warranty time. All the aspects it includes. In what presentation is it required? Among other things. Remember that the entire Sandler method sales process should not be in vain. By knowing the customer's needs in depth, you have to offer them the best personalized experience possible. 6. Compliance This is the first stage of the last phase, which—just as its name says—is about closing the sale successfully. Before signing the contracts, it is necessary to verify that all the data is in order, and that all the people involved agree with the purchase. If it is a B2B (business to business) sale , it is important that it be approved by the corresponding departments, since - if not - it could not only hinder the closing, but also be canceled.
We recommend that you always ask the prospect if they have already used a similar product or service, and how much it cost, in order to have a broader view of their experience Phone Number List with the competition and what you could offer to improve their experience. 5. Discuss decision making It is also known only as “decision”, and is the last stage of the qualification phase. Taking that into account, this consists of a review of all the points discussed above, to determine if the prospect meets all the requirements to make the purchase. In the event that both the sales advisor and the prospect agree to the purchase, the following must be determined: In which medium the purchase will be finalized. The quantity of products. Where the product will be collected, or where the service will be valid.
The warranty time. All the aspects it includes. In what presentation is it required? Among other things. Remember that the entire Sandler method sales process should not be in vain. By knowing the customer's needs in depth, you have to offer them the best personalized experience possible. 6. Compliance This is the first stage of the last phase, which—just as its name says—is about closing the sale successfully. Before signing the contracts, it is necessary to verify that all the data is in order, and that all the people involved agree with the purchase. If it is a B2B (business to business) sale , it is important that it be approved by the corresponding departments, since - if not - it could not only hinder the closing, but also be canceled.
