SalesHQ

gregmedia says ...

Probing also known as needs assessment or simply state, asking questions. Probing is the third step of the sale of the 5 steps to the sales call. To see this video training and the whole “How to sell” FREE video training series just go to. http://www.worldsbestsalestrainer.com/Register/tabid/61/Default.aspx

The stated context of probing has always been the same.  It is “I need to know a little more about your business and what your needs are so that I do not waste your time with products or service that you are not a good fit.  Or you can use corporate speak, “To make this a more efficient process I want to learn about your company to evaluate the best fit for our company.” The underlying context or what you are thinking and not expressing to the prospect is that you need to keep control of sales call at this point. Keeping control of the sales call is not talked about anymore. The reason you need to keep control is not because of ego reasons and is not to dominate them into submission but it is because at this point on the sales presentation you and your prospect have different agendas. Chances are if you let people evaluate your product or service on their terms you will get nowhere. In many cases they want to know how much so they dismiss you.

 

When this happens and prospects starts to ask “bottom line” questions, many sales professional make the mistake of counter acting this questioning by the prospect with talking up their product or service which is not very effective. The best way to keep control is to be the one that is asking the questions and not answering them. “How much does this cost” asks the prospect. “That’s the best part” answers the sales person. I don’t know yet let just ask you few more questions and I will know what the best product or service is for you. Keep in mind that when you selling to someone who really knows what he is buying, the probing will be shorter because he is going to ask educated questions which means you may want to transition to the next step. Before you start selling you need to ask questions of your prospect. Start off with closed end probes, more simple yes or no or multiple answer questions. As your rapport builds go into open probing questions, which are essay questions. Understand the prospects profit model.

1.       Understand the context of their company.

2.       Negotiate the Relationship and get agreement.

3.       You know how to sell your product

The Transition to the next of the sales call should begin with a soft set. Ask about their purchasing process. Make sure you have the decision maker.

Greg identifying and engaging the decision maker, once you have ALL the influencers is vital. We know this is basic stuff but I so often hear, folk engaging with the "Cuddly Bunny" who has no DM authority at all. If the DM delegates to an influencer, keep them in the frame. Go back to the DM if you reach an impass.

Good work on that process Greg,this is worth  wider exposure.

Stuart