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October 09, 2023

How to Qualify and Motivate Clients to Buy

Have you ever found yourself in a situation where clients appear uncertain about their needs? 🤔

It's a common challenge that most salespeople face on a daily basis.

If you’re in sales one of your most precious parts of your job is your time. Which client do we spend more time on than others.

We’ve all been there thinking a client is ready and willing to buy but in fact they’re confused in what to buy. Sometimes salespeople can make an incorrect assumption that they are just looking, collecting prices or comparing brands.

So how do we qualify and during this process motivate the client to decide that they need your product or service.

The cost of assumptions is huge, not only do you lose the deal, but it reflects badly on you as well, your credibility takes a hit.

But here's the strategic approach that can make all the difference:

"Chunking up" questions is a concept that can transform your understanding.

It's about zooming out to see the bigger picture. 🔍

Imagine you're solving a jigsaw puzzle; you need to identify how each piece fits into the grand design. Often you spread the pieces of the puzzle in front of you, you start to see patterns.

Well, it’s the same in Sales.
There are patterns that you need to recognise and have strategies in place.

To succeed in sales, you need to be curious and develop your skills to adapt to every client's unique needs.

Think of it as a doctor diagnosing a patient's symptoms. We're here to find the right solution for the client. 🩺

The real magic happens when you ask the right questions.

Instead of pushing a sale, imagine effortlessly guiding clients to realise that they want what you're offering.

It's about creating 'AHA!' moments of self-discovery. 💡🙌

Whether you're in the business of selling cars, IT solutions, or anything else, the choice of questions is very important.

Just as poetry can evoke emotions, the right questions can evoke desires, making clients truly engage with your offerings.