Determining MOSFET Driver Needs for Motor Drive Applications
Initiating the Sale Chapter 13. Sec. 13.2 – Determining Needs in Sales Why determining needs is an...
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Transcript of Initiating the Sale Chapter 13. Sec. 13.2 – Determining Needs in Sales Why determining needs is an...
![Page 1: Initiating the Sale Chapter 13. Sec. 13.2 – Determining Needs in Sales Why determining needs is an essential step in the sales process. Three methods.](https://reader036.fdocuments.us/reader036/viewer/2022081801/56649cca5503460f94992a5a/html5/thumbnails/1.jpg)
Initiating the SaleChapter 13
![Page 2: Initiating the Sale Chapter 13. Sec. 13.2 – Determining Needs in Sales Why determining needs is an essential step in the sales process. Three methods.](https://reader036.fdocuments.us/reader036/viewer/2022081801/56649cca5503460f94992a5a/html5/thumbnails/2.jpg)
Sec. 13.2 – Determining Needs in Sales
• Why determining needs is an essential step in the sales process.
• Three methods used for determining needs.
What You’ll Learn
![Page 3: Initiating the Sale Chapter 13. Sec. 13.2 – Determining Needs in Sales Why determining needs is an essential step in the sales process. Three methods.](https://reader036.fdocuments.us/reader036/viewer/2022081801/56649cca5503460f94992a5a/html5/thumbnails/3.jpg)
![Page 4: Initiating the Sale Chapter 13. Sec. 13.2 – Determining Needs in Sales Why determining needs is an essential step in the sales process. Three methods.](https://reader036.fdocuments.us/reader036/viewer/2022081801/56649cca5503460f94992a5a/html5/thumbnails/4.jpg)
Why determining needs is important:
• Customer needs are related to buying motives.
• When customer needs are met, the salesperson experiences a feeling of success.
![Page 5: Initiating the Sale Chapter 13. Sec. 13.2 – Determining Needs in Sales Why determining needs is an essential step in the sales process. Three methods.](https://reader036.fdocuments.us/reader036/viewer/2022081801/56649cca5503460f94992a5a/html5/thumbnails/5.jpg)
When to Determine Needs:As early in the sales
process as possible, usually right after the approach
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How to Determine Needs
• Observing – Nonverbal communication (body language such as facial expressions, hand motions, and eye movement.)
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How to Determine Needs
• Listening – Helps you pick up clues
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How to Determine Needs
• Questioning – Gets the customer talking– Begin with general questions about
intended use.
– Then ask Who, What, How questions
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Guidelines for Questioning
• Do ask open-ended questions that encourage talking
• Do ask clarifying questions to make sure you understand needs
• Don’t ask too many questions in a row – customer may feel cross-examined
• Don’t ask questions that might embarrass or put the customer on the defensive