Tailoring Customer Needs to make Sale and Sell your Product

How do I SELL my products to make SALES and meet my quota in spite with close competition in the market? To make a sale, know your customers and tailor what it needs. Tailor to your customer’s needs is a perfect action to initiate. This step is about identifying the customer’s needs to recommend the right solutions for their needs. Identifying customer’s needs is all about asking the right questions.

To identify your customer’s needs, you need to ask the right questions. Use open questions to get the customers talking and to discover what they need. Closed questions can be use later in the interaction to get exact information and confirm your assumptions about your customer’s needs and priorities.

What is an Open Question?
An open question cannot be answered with just YES or NO, so that your customers will provide you with more information as they answer every question you asked. It requires your customers to respond with information. They should be friendly, yet probing and can help you learn about your customers needs. Open questions have two characteristics, first, you ask the customer to think and reflect, lastly, it often results in the customer sharing opinions and feeling with the sales person.

For example as an IT Specialist or sales person, the scenario is a Customer “Want a New Personal Computer or Laptop”. As an IT Specialist I have to make a conversation to customer to tailor its needs and suggest relevant solutions. For this scenario here is a list of open questions I might ask to a customer. A combination of questions answerable WHO, WHAT, WHEN, WHERE, and HOW.

 WHO
Who will be using the Personal Computer or Laptop?

 WHAT
 What are the most important capabilities for you? or What applications are you interest in using? or What sort of entertainment applications are you interest with?

WHEN
When will you be using your Personal Computer or Laptop?

WHERE
Where will you be using you Personal Computer or Laptop?

HOW
How often you travel, attend meetings, overseas or local for work? or How much are you willing to spend for your new Personal Computer or Laptop?

One more thing, a good product knowledge allows you ask open questions that reveal customer needs which your products can fulfill. For this you have to try your product and be familiarized with it.

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