Need Analysis And Customer Solution Sales Closing Methods

Need Analysis And Customer Solution Are Sales Closing Methods,  doing effective “Need Analysis” of customer requirements. 

Need Analysis is the practical theory adopted by sales reps for the sales closures.

The most important and procedure for need analysis is “Keep your Mouth Shut” and open your “Ears”

Yes, it’s true…. Now you are a doctor and you need to understand the client's problem

Don’t narrate your story… open your ears and listen to the requirements.

Now the question is how to analyze the need???

Every person has a different need; even family members have their own needs for the same product.

Thus required to do a detailed analysis of the client's requirements-

1. Do not spill your beans

2. What he wants; let him open his heart

3. Why he wants (his purpose)

4. What he misses in his previous purchase (find the thread of discontent)

5. Ask him the straight question – (except the budget)

6. Read his eyes and his body reactions to your options/solutions (his eyes will shine when he will like any of your options)

 

“Need Analysis” is the most important as this is the second important step towards an effective sale.

  

The 3rd Golden Rule For Effective Sale Is “Solution”

The problem has been heard and now it’s the time for solution. But the solution should be precise and effective.

1. Do not give him multiple options. You will confuse your client rather

2. Give him a maximum of 2 options with time lags; else he will be lost into space.

3. Read customer eyes; he had already decided his choice.

4. Now give him genuine feedback – do not fear losing the sale if your opinion is not in his favor.

5. Now is the time when the Golden “CONNECT” will work between you and your client.

6. That “CONNECT” with “TRUST” will help him to take the final         decision.

7. Give him time to think - do not haste – usually Birbal ki Khichdi works.

 

I have seen sales persons forcing the clients to take an instant decision: 

Sir, sirf 2 hi units bache hai…..

Sir, kal tak khatam ho jayega

Sir, bahut demad hai aajkal

Sir, cheque tou do, main hold kar deta hu

Sir, paise baad main ajayenge, aap haan tou bolo

All this is rubbish… do not ever try to make such statements…

You are a brand ambassador of your company, not a salesman…

Conclusion:

Your sales organization has to be extremely specific about how they want to develop relationships with the prospects. The name of the game is to build a record of trust with the prospect that will generate big sales numbers. 

Many factors go into the process of building trust between your organization and the customer. However, here are three things that your sales team needs to know before they get into it.

First, your sales team must be careful to define a marketing plan. Before you think about this, you must have a buyer persona that identifies each customer as either a distributor, retailer, dealer, or employee. 

You will also need to know whom they trust for information and recommendations. Most products require substantial user training. You will also need to define which distributors, retailers, and dealers have been established with the customer and how you should approach them. 

Your customer will expect you to have as much interaction as possible with these people. It is almost a requirement to begin at the very beginning of a relationship with a prospect by speaking with them by phone or in person. You are going to want to make sure that they trust you as a professional.

Your sales team should use social media to find prospects. If you are not careful, social media can be used by salespeople to find leads, cold call on potential customers, or create profiles on the internet for the sole purpose of spamming people. 

When you create a profile on a social media site, make sure that you are honest and use a business profile rather than a personal one. Be truthful and informative. Give prospects a picture of who you are and what you do.

Second, the sales team needs to be very specific about their data gathering strategies. They need to get good customer information, clear buyer personas, and a marketing plan. Get your team to review all of the prospect contact information they have for them to be able to quickly find prospects who fit what they have in mind for their products. 

Keep in mind that you will probably want to contact other people in your organization to help you with the sales process and are not going to contact prospects directly. 

The salesperson will need to learn the words in the prospect language and may need to learn how to find customers using this language.

Communication is a critical element of sales. Use a contented salesperson when you go out and network with the prospects. Many times a contented salesperson is the key to successfully closing a deal. A satisfied salesperson will always add value to the prospect.

So friends mind these 3 Golden Rules: 

1.   Make CONNECT

2.   Do NEED ANALYSIS

3.   Provide EFFECTIVE SOLUTION

 

Love ..... KoolGuruJi