While it's on my mind, because in a few days I forget how I was able to add some in-site with a rep today.
We met (virtual appointment) with an existing account. I was called in since I'm the resident guru of wide format. The client was looking to replace a very old HP plotter because they see the writing on the wall. In addition, days with out a plotter will put the entire company at a standstill. Yes, prints still that important in their workflow.
Can you image having 20 year old print technology? I'm not going to write about the model that we offered nor the workflow that we recommended.
What I do want to share is the listening between the lines. The art of being a great listener can help all of us in the sale process.
Points that we uncovered
- Fan of purchasing rather than leasing
Between the Lines
- This usually means the company carries a great margin on their books
- They may take advantage of cash discount
2. It's been a good year from them in 2023
Between the Lines
- Which means the tax man will come to tax their profits in 2024
- They may entertain a large purchase or finance lease before the end of the year (Section 179)
3. They focus on their core delivery and look to others to help them managed technology
Between the Lines
- For them time is money
- Showing them how your product or service saves them time can win the day
Conclusion
In our sales life we were also told to listen to the client. However it's kinda of hard to listen when you're not asking the right questions. Ask your clients business questions that start with who, when, how, where and what.
Understanding the "between the lines" with their answers will allow you to build or craft a proposal where they will see the value.
-=Good Selling=-
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