xi327685
hulajnoga
Dołączył: 27 Mar 2011
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Skąd: England
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 Wysłany: Śro 5:41, 30 Mar 2011 Temat postu: Swiss Watches |
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customer may say: "Sounds good but we can't look at it until the next quarter or our next fiscal year. Call me in six months." The timing may not be good or they need to stall until a new budget becomes available. My strategy in these situations is to bring it forward—bring the situation forward as if the customer were making a decision today. Simply invite the customer to enter into the hypothetical arena and ask,[link widoczny dla zalogowanych], "Hypothetically, if you were to consider making a decision today, what would you be looking for? What's important to you?" Maximize this opportunity with the customer,[link widoczny dla zalogowanych], do a mini-discovery to learn some initial criteria for when it comes time to make a decision. You then provide a mini-presentation, giving your customer some insight into what your solution can offer. If your customer is receptive and sees value, ask him or her a hypothetical close, "If you were to make a decision today,[link widoczny dla zalogowanych], would you buy from me?" Remember, reiterate to the customer that this is all hypothetical so by no means are they making a commitment. By going through this bring it forward strategy,[link widoczny dla zalogowanych], you and your customer know there is valid reason to take a serious look at you come decision time. This strategy far outweighs the alternative, which is to say to your customer: "Okay fine, I understand you won't be looking at this for six months. I'll call you then." Don't leave yourself vulnerable to the competition. Secure an initial commitment by using the bring it forward strategy and you may piq
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