How to change leads into business relations. Sales tips

1. A VISUAL PRESENTATION BY SALESCLUES.COM
CREATED BY INSTREAM.IO TEAM

2. www.instream.io
www.salesclues.com

3. HOW TO CHANGE LEADS INTO
STRONG BUSINESS RELATIONS?

4. STEP 2
HOW TO DEFINE
CUSTOMER’S NEEDS
EFFECTIVELY?
DON’T TRY TO GUESS!

5. LET’S GO!

6. WHAT ARE CUSTOMERS LIKE
WHEN IT COMES TO TALK ABOUT THEIR NEEDS?

7. „I DON’T KNOW WHAT I WANT…”
„I KNOW WHAT I WANT BUT I DONT KNOW HOW TO SAY IT…”
„I NEED A SOLUTION BUT I DON’T WANT TO TALK ABOUT A PROBLEM…”
„I DON’T HAVE TIME!”

8. WRONG
SOLUTION
CUSTOMERS
DON’T TRUST
SALES PEOPLE
CUSTOMERS
DON’T WANT TO
ADMIT THEIR
PROBLEMS
NO RELIANCE
NO
INFORMATION
WHY DON’T CUSTOMERS WANT TO TALK?
AND WHAT HAPPENES THEN?

9. YOUR STRATEGY?

10. ASK QUESTIONS!
NEVER EVERGUESS!

11. WHAT YOUR CLIENT SAYS IS USUALLY
THE TOP OF THE MOUNTAIN…

12. …AND YOU NEED TO GET THERE
FROM THE VERY BOTTOM

13. WHAT YOUR CUSTOMER
SAYS HE WANTS
WHAT YOUR CUSTOMER
REALLY WANTS
WHAT YOU
ALREADY KNOW
WHAT YOU NEED
TO FIND OUT
CUSTOMER’S NEEDS

14. BE PERSISTANT!
DON’T STOP UNTIL YOU HAVE
ALL THE DATA YOU NEED

15. VERIFY YOUR
FINDINGS
SUMMARIZE
YOUR
CONCLUSIONS
LACK OF
CUSTOMERS’
TRUST
ASK
ACCURATE
QUESTIONS
AND AGAIN!
IDENTIFY
THE PROBLEM
HOW?

16. THANK YOU!THANKS FOR YOUR TIME
WE HOPE YOU ENJOYED IT!

17. www.instream.io
www.salesclues.com
YOU CAN FIND US HERE