Selling is base on nothing but needs and wants. A need is something that is basic and cannot be done without with, i.e. a necessity. A want is a preference, something that can be done without with but because it is preferred, it is considered important and often become a necessity, i.e. a want becomes a need. Like smartphones, it is not a need but a preference, but who can live without a smartphone nowadays?
If you sell base on both needs and wants, you have a customer. If not, you have a prospect. There are prospects in prospects.
Using SNAP Selling, you can sell anything to anybody with the following 4 steps:
1. Situation. Find out what is the situation of the prospect now, what are his concerns, problems and issues that need to be addressed now. Like my prospect now has high staff turnover that is bothering him.
2. Need. From the situation, you uncover his need. So my guess that my prospect needs to learn how to hire the right people and retain hired people.
3. Answer. I must give my prospect answer or solution to his needs. The answer I suggest is training, as with more knowledge and skills, he can do more
4. Payoff. The solution I provide must have a high payoff as people only buy when they perceive the payoff to be bigger than the payout. Like by investing $896 in training on how to Be a Better Manager, he will get back at least $4,000 in terms of savings on hiring costs and job advertisements. What more with PIC bonus, he will get back 160% on his investment in training.
By Andy Ng, Sales Trainer with Asia Trainers, details of the sales courses are here
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