how to change leads into business relations
TRANSCRIPT
A VISUAL PRESENTATION BY SALESCLUES.COMCREATED BY INSTREAM.IO TEAM
www.instream.io www.salesclues.com
HOW TO CHANGE LEADS INTO STRONG BUSINESS RELATIONS?
STEP 3SIX QUESTIONS YOU NEED TO ASK WHILE INTERVIEWING YOUR CLIENT
BEFORE YOU START…
REMEMBER!THERE ARE NO STUPID QUESTIONS
- IT IS STUPID NOT TO ASK
LET’S TALK!
1. HOW DID A CUSTOMER FIND OUT ABOUT A PROBLEM?
HOW RELEVANT IS IT TO HIS BUSINESS? HOW DOES IT AFFECT HIM?
WE WANT A LONG-TERM
COMPLEX SOLUTION
WE LOOK FOR A PREVENTION
SYSTEM
WE NEED URGENT SERVICE
EACH ANSWER DETERMINES DIFFERENT ACTIONS AND DEADLINES
WE WANT TO INVEST IN
DEVELOPMENT
2. WHAT EVALUATION SYSTEM DOES THE CLIENT WANT TO APPLY?
HOW WILL HE DETERMINE IF PROBLEM IS SOLVED?WHAT ARE THE KEY PERFORMACE INDICATORS?
„DID WE ACTUALLY ACHIEVE WHAT WE WANTED?”
NO EVALUATION?
NO SUCCESS!
3. WHO OR WHAT DOES A PROBLEM AFFECT THE MOST?
WHO OR WHAT IN THE ORGANISATION SUFFERS THE MOST DUE TO LACK OF A SOLUTION?
WHO IS AFFECTED THE MOST?
PROBLEM
WHO KNOWS THE MOST ABOUT IT?
LOOK FOR ALLIES!
WHO MAKES THE FINAL DECISION?
4. DOES THE CLIENT HAVE ADEQUATE RESOURCES TO SOLVE THIS PROBLEM?
DOES HE POSSESS ESSENTIAL TOOLS, PEOPLE AND FINANCIAL MEANS?
MAKE SURE A CLIENT UNDERSTANDS WHAT HE DECLARES FOR!
5. HOW DOES DECISION MAKING PROCESS LOOK LIKE?
WHEN DOES CLIENT PLAN TO CHOOSE A SOLUTION?
CLIENT’S DEADLINES ARE YOUR DEADLINES
6. HOW DOES A CLIENT MAKE A DECISION?
WHAT FACTORS DOES HE CONSIDER AS THE MOST IMPORTANT? WHAT REQUIRES YOUR MAIN FOCUS?
DETERMINE HOW TO BE
MORE PERUASIVE
AND ADD MORE QUESTIONS TO THIS LIST!
THANK YOU!THANKS FOR YOUR TIME
WE HOPE YOU ENJOYED IT!
www.instream.io www.salesclues.com
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