Australia Data

.!", it is better to ask something like: Would it help you if you had…? Would it solve the problem if we suggested…? How much could you save if…? If we implement…, what would change in the production process? Think about it, do you need…? If the client himself starts talking about the advantages of the product offered to him, then there will be no need to work through objections. In addition, N. Rackham categorically exchange data forbids asking leading questions at the beginning of the meeting. Simply put, you cannot talk about the product right away, you must first show the seriousness of the problem, otherwise the client, of course, will ask about its cost, and then refuse with the words: "No, it's too expensive for me!" After that, any conversations will be futile.

Neil Rackham's book "SPIN Sales Technique" How to Close a Deal in High-End Sales All managers know (or at least should know) how to close "regular" sales. But N. Rackham is sure that none of these techniques work on expensive sales. Just as they are not suitable for closing large deals, or when dealing with experienced buyers, or when the seller needs long-term relationships with clients. The marketing guru says that negotiations usually take place in four stages: Beginning of the meeting. Research. The seller obtains information about the buyer's business, its problems and needs. Demonstration of possibilities. The seller shows the buyer how his offer solves these problems. Obtaining commitments from the buyer.