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Initiating the Sale

Initiating the Sale. TMU 08 Sec 04. TMU 08 Sec 04 – Determining Needs in Sales. What You’ll Learn. Why determining needs is an essential step in the sales process. Three methods used for determining needs. Why determining needs is important:. Customer needs are related to buying motives.

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Initiating the Sale

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  1. Initiating the Sale TMU 08 Sec 04

  2. TMU 08 Sec 04 – Determining Needs in Sales What You’ll Learn • Why determining needs is an essential step in the sales process. • Three methods used for determining needs.

  3. Why determining needs is important: • Customer needs are related to buying motives. • When customer needs are met, the salesperson experiences a feeling of success.

  4. When to Determine Needs: As early in the sales process as possible, usually right after the approach

  5. How to Determine Needs • Observing – Nonverbal communication (body language such as facial expressions, hand motions, and eye movement.)

  6. How to Determine Needs • Listening – Helps you pick up clues

  7. How to Determine Needs • Questioning – Gets the customer talking • Begin with general questions about intended use. • Then ask Who, What, How questions

  8. Guidelines for Questioning • Do ask open-ended questions that encourage talking • Do ask clarifying questions to make sure you understand needs • Don’t ask too many questions in a row – customer may feel cross-examined • Don’t ask questions that might embarrass or put the customer on the defensive

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