Paul Udosen17 May 2023
Problems arise when there is a gap between what people have now and what they want. People make buying decisions emotionally and rationally. A salesperson's ability to identify and understand the customer's truth and problem will help to make a successful sale.
Ask open-ended questions when identifying a potential buyer's problem.
For example:
- What challenges did you face while integrating this system?
- What would you like to do better?
- What is the gap between your current situation and your desired outcome 2?
- What changes do you think will come from using this system?
Sandler is the voice of the problem
Feeling:
- What do you think about it?
- Have you stopped trying to solve this problem?
Price:
- How much do you think it costs?
Action:
- What have you tried to solve this problem?
- Were your attempts successful?
- Time: How much time did this problem take up?
Detail:
- Please give more details about it.
- Could you be more specific?
- Give me an example.
It is possible to determine the problem of a potential buyer by the above 5 main factors.