But, what if there was a way to establish credibility with the customer while getting the information you need to recommend the perfect total solution? Asking the right questions early on in the sales process will allow you to position a technological and financial solution that is tailor made to your customer's needs.
The following 8 positioning questions are designed to stimulate your prospect's thought process, while helping you position a total business solution and differentiate yourself from the competition.
Your customer needs to realize the potential change and impact on their business.
This question is pretty basic, but it's important for you to understand the vision.
This is the single most important question. Dig deep, and really uncover those pain points. This could help you really differentiate yourself in your recommendations.
Validating the importance of working capital is essential to the process and recommending cash vs lease options.
Identifying past practices and intent allows you to prepare accordingly. It may even open the door for you to recommend an alternative form of payment.
Bottom Line Cost Analysis will allow financial experts to measure and weigh the entire cost over time.
This question acts as a great reminder to the customer on how mission critical the equipment is to their bottom line.
Understanding this answer should allow you to layer in multi-year maintenance with greater credibility.
Remember, the positioning process is a fact-finding mission. This isn't the time to "sell." Identifying the prospect's pain points and concerns early will give you greater control over the sale, while establishing credibility with the customer. You will more than likely find that the answers to these questions will pull you into a presentation!