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    Spontaneous Combustion - Discovering the Customer's Problems, Passions, and Priorities
    Spontaneous Combustion - Discovering the Customer's Problems, Passions, and Priorities
    Spontaneous Combustion - Discovering the Customer's Problems, Passions, and Priorities
    Ebook76 pages37 minutes

    Spontaneous Combustion - Discovering the Customer's Problems, Passions, and Priorities

    By Kordell Norton

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    About this ebook

    Tools and Insights for Consultants, Salespeople, and Professionals for Creating Trust Based Relationships

    Discover the power of the questions used by expert sales people. Learn the secrets of recording customer answers and catapult your sales to fantastic heights.

    Customers want trusted advisors who understand their issues. Learn how to get your customer to share the deep insights of their world and how you can help them . . . and sell more in the process.

    This book contains information that will help you:

    - Establish conversational and consultative behaviors in every sales call.
    - Get clear understanding of the customer's priorities and problems.
    - Motivate the customer to take action
    LanguageEnglish
    PublishereBookIt.com
    Release dateMar 27, 2018
    ISBN9781456630867
    Spontaneous Combustion - Discovering the Customer's Problems, Passions, and Priorities

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      Book preview

      Spontaneous Combustion - Discovering the Customer's Problems, Passions, and Priorities - Kordell Norton

      Marketing

      Introduction

      This book is about a technique that will allow you to say less and sell more. It has a method for combining four types of questions for consultative sales and also provides a tool to capture the answers. It moves sales from being a manipulative event to an environment of trust, consultative conversations and making you an expert.

      

      To boldly go where no man has gone before. So states the mission of Captain James T. Kirk of the Starship Enterprise. Fortunately Captain Kirk and his intrepid band of explorers had fantastical devices that allowed them to get out of many a scrape.

      Like those imaginary space explorers, we have real world devices to get us out of (or into) various predicaments. The answer to any question seems but a few key strokes away or a flick of a finger on some fun device. The quick and easy access to answers is changing the value of relationships. In the past, information was of high value. Not anymore. Now value is in the relationship with someone who knows where to find the answer. More and more we value the person who can put everything into perspective.

      Recently our family washing machine was declared beyond repair. Before journeying to the local store I spent 15 minutes surfing the internet for information, reviews and research. When my wife and I arrived at the first store, it took just a few minutes to determine that the salesperson was more interested in extended warranty contracts than they were on addressing our needs.

       At the third store in our buying saga, we found our expert. After a series of questions about our family, our financial budget and our lifestyle, our sales woman expert was able to show us a washing machine that would meet our needs. We spent almost three times the amount we had originally budgeted (can you hear that sucking sound on my wallet?). She asked questions that got to the core of our priorities, and problems. Armed with our information she was able to recommend, as an expert, the right solution. She had changed our status quo.

      

      Today, business is about changing the status quo. You want new prospects to start buying from you and your current customers to buy more. Both require you to rock the boat.

      Most of today’s selling techniques were created for a world of manufacturing and packaged goods. Those selling skills are almost 150 years old. Today’s customer recognizes those tactics as old with their descriptions like: features, benefits, closing techniques, and overcoming objections. Today, the customer does NOT appreciate these manipulative methods and are moving their purchases where pressure tactics are not used. Are we really surprised by the financial difficulty of the U.S. car manufacturers in the recession of 2008/2009 based on their sales tactics? Their mantra of We don’t need to listen to the customer just doesn’t cut it anymore. Their they will buy whatever we chose to make for them philosophy is in their undoing.

      With the arrival of business at hyper-speed and the quick availability of information, business will have to change from the past. Today’s customer senses manipulative selling.

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