Three Great Questions

Three Great Questions

Andrew Hoggard Andrew Hoggard

Andrew Hoggard

I make things with words.... Communicator / Author / Celebrant

发布日期: 2019年9月9日
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Three Great Questions

I recently received three great questions regarding my post on ‘Sales and Belief’ which I thought I would share with you all as you may have thoughts or similar questions with YOUR customers…

1 If I believe in my product 100% and I even have joy and enthusiasm for this product - HOW do I determine if my client really needs it versus just wants it?

-       The way that I always qualify the customers’ needs versus their wants is to ask questions. Sometimes I ask lots and lots of questions because what I am trying to do in this phase is to uncover their needs versus their wants which are two different things. The more open questions (what, why,how,when,whom etc) I can ask will provide me with plenty of information to assess the type of customer I am talking to. Once I know who I am talking to and what their needs are I can assess if we are going to do business and if the answer is YES,  move forward to providing them with a solution!

2 Am I willing to use my belief in a product to sell something my client doesn’t need? 

-       My answer to this question is the same as the above. I will always qualify a customer by asking lots of questions. It may turn out by asking the questions that I am unable to provide the customer with a solution. If that is the case I will always stay connected because there WILL be other opportunities.

3 Do you find you have clients that really don’t want to evolve and enjoy the status quo of business tactics the way they have always been?

-       YES ….all the time!!!  This flows through work, relationships and people’s attitudes. It’s a reality of life. The only way that anyone will ever want to change from the status quo they are in is to discover that the pain of staying still is worse than making a change. We all move when the discomfort of not changing becomes unbearable. Therefore the secret is to discover the customers pain, discomfort, need and that will invariably push all of us from our status quo.

Thank you for asking these questions as I found them really thought provoking and I appreciate all of you taking time to write to me

Cheers Andrew

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