The potential buyer’s attention can be attract by talking about the profit that the offer product will bring, the savings that will occur after acquiring the product or the opportunity to compete with competitors. Interest can be increas by talking about other satisfi customers. The desire to buy increases the discount for the first purchase and the assertion that such a discount is available only today.
Finally, motivation to act is provid by motivat answers
To possible complaints and the possibility of getting money back if the buyer is dissatisfi. The discuss model requires activity from the seller. Salespeople ebay data are now taught to talk less and listen more. A shrewd salesperson must be able to ask the right questions, listen and learn. Rackham’s sales model is bas on training salespeople to ask potential customers four types of questions: Situational questions are questions about the facts or the current situation of the buyer.
For example:
How many people live in this area?” Problem questions are questions relat to the buyer’s problems, difficulties or dissatisfaction with the current situation, which can be chang by the products or services offer. For example: “Which elements static call tracking of a company is the simplest type of call tracking of the system cause the most problems?” Summary questions are questions about the consequences of the buyer’s problems, difficulties or dissatisfaction.
For example: “How does this problem affect the productivity of your employees?
Value and benefit questions are questions about the value or benefits of a propos solution. For example: “How much will you save if we ruce your errors by 80 percent?” Rackham assumes that companies, especially those offering more bulk lead complex products or services, should initially sell capabilities rather than products. During the first negotiations, the seller should demonstrate his capabilities, and then seek a long-term contract to work together. This approach shows that companies are increasingly moving from simple sales to long-term relationships.