We, as sales professionals, must also be Private Investigators. We must decipher the clues, read the body language, investigate, and interview to uncover our prospects' needs.
Use the following outline to discover your prospects' needs so you can meet those needs and close the sale:
"You're the expert on your business, you know it better than anyone else. Can you help me find the best service and products for you? Can you educate me as to what you need to remain competitive? I have a few questions which will help me understand your needs:
1. What is your idea of GOOD service?
2. What is your idea of GREAT service?
3. If you could custom design your program, what features would you include?
4. What would you consider unnecessary extras?
5. What do you absolutely HAVE TO have in a POS terminal?
6. What do you WANT in a POS terminal?
7. Will you need to train anyone else on this equipment?"
Closing the sale doesn't have to be a mystery. With patience and probing, you will close the case and the sale.
