what is the least likely result of a salesperson who exhibits consultative problem-solving skills? This is a topic that many people are looking for. star-trek-voyager.net is a channel providing useful information about learning, life, digital marketing and online courses …. it will help you have an overview and solid multi-faceted knowledge . Today, star-trek-voyager.net would like to introduce to you 5 Questions To Understand & Solve Client Problems | Consultative Selling Approach. Following along are instructions in the video below:
Is about solving client problems today. Im going to share with you the five five questions you need to ask people in order to diagnose problems and prescribe solutionss right diagnose. And prescribe just like a medical professional.
Only youre doing it to help your client and they in turn will help you by paying you thats what were talking about today on this edition of the dave larenzo daily welcome back to another edition of our. Show were here every day at 5 pm. With a great sales strategy for you we released this strategy on youtube and we never miss a day.
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What you want to see more of and please share the best questions that youve ever. Asked your clients in order to diagnose an issue that theyre facing alright. Lets get right to the content.
Here are the five questions you need to ask in order to diagnose and prescribe solutions for your client and sell more in the process. Its really important for you to get straight in your mind. That youre not a sales professional.
You are a problem solver you get paid to solve problems for money thats what we all do you actually are a consultant and your job is to help your client out of whatever jam. Hes currently facing so question. Number one is a very simple innocent question why am.
I here you have every right to ask this question you got invited in and the client wants something from you they want either answers or information or they want a product or service. That will help them out of this jam. So asking them.
Why youre here is perfectly normal. You just walk in and you look at them. And you say its very nice to see you hope youre doing well.
So tell me why am. I here. What are we talking about today.
The second question you ask and again youre acting like a consultant.
Youre not acting like a salesperson second question you ask is all right now tell me why is this a problem. Why is this a problem. So you walk into the clients office.
You say why am. I here the client says well youre here because i understand that your accounting firm is one of the best in the world we want to talk to new accounting firms. Were not happy with our current accountant.
So you look at them and you say okay well why is this a problem and they theyll tell you exactly whats wrong with their current accounting firm. Theyll say well our current accounting firm. They do okay.
But we think we pay too much in taxes. Ah. So thats the problem.
So. The problem is you pay too much in taxes. Then you move on to question.
Number. Three why havent you solved this problem. Yet.
Why havent you solved this problem yet well you know weve been waiting because the cpa firm. We have has been with us for 20 years and we feel really bad about letting them go now youre finding out more information. Not only about the problem.
But youre finding out why they havent solved it so you can determine whether or not this is a real genuine opportunity think about this for a minute in most sales situations. Whos in control. The salesperson or the client in most sales situations.
The clients in control when you ask these diagnostic and prescriptive questions you take over control. So you ask them why they havent solved it yet it puts them back on their heels. Theyre thinking to himself oh man this person really wants to dig in here and figure out whats going on well we havent solved it yet.
Because honestly the cpa was the ceos brother in law well the ceo just got fired by the board.
So we want to get rid of the cpa now oh ho. Thats why you havent solved. The problem.
So now youre getting to some answers. Okay. The question that youre going to ask next question.
Number four is why is now the right time to solve this why is now the right time to address this issue you could have addressed this years ago. Why do you want to address it now well i want to adjust it now because if i dont fix this i get fired theres some urgency right i want to address this now because my bonus depends on this ah theres some urgency there too i want to address this now because my boss is breathing down my neck. His boss is breathing down his neck.
This is one of the key initiatives for our company this year. All right why is now right time question number four why is now the right time. This is a critical question.
Because it uncovers urgency. Question. Number five is the money question.
Why not give this a try you ask this question. After you present your solution. So heres what happens youve asked the first four questions net.
Why is now the right time then you listen some more theyll tell you about their problems. A little bit longer and then you say you know what i think i can help you would you like some help they say yes you say okay heres what we can do and you present your solutions and theyre sitting back and theyre thinking about it. And you say to them you brought me in here.
Because you told. Me you had this problem. You told.
Me now is the right time to solve it and you told. Me why you want to solve. It now.
Why dont you give the solution.
I presented a try why not give it a try why not and devils. Theyll look at you and theyll be dumbfounded and theyll say sure wont give it a try now i did something really important. There that i didnt highlight that i want to go back and focus on i took the answers to these questions and i just spit them back in their face.
So. You told me you have this problem. And you told.
Me this is a problem because youre losing hundreds of thousands of dollars. Because youre paying too much in taxes and you told. Me you havent solved this yet because the cpa firms been with you 20 years.
But it turns out that the cpa who was the lead on that was the ceos brother in law and you think that now is the right time because the ceo was fired by the board and nobody wants to work with the ceos brother in law. Anymore. So it makes sense to make the change now all right so.
I proposed the solution where we come in and audit. Your books and well determine whats wrong well revise your taxes from the previous year. If we can and then well be your cpas moving forward.
Why not give it a try there you go i just took all the answers to those questions. And i threw them back at them in a nice way in a diagnostic way and then i looked at them. And i said why not just give it a try thats how you use these questions to diagnose problems.
And prescribe solutions youre not a salesperson. Youre. A consultant and youre there to help them solve problems youre diagnosing and youre prescribing.
Its as simple as that now if youd like more great ways to develop business. Id like you to take a look at this video watch this video right here. This video is the first in a series on lead generation.
It will show you how to generate leads with no cold calls. Thats right generating leads with no cold calls this video kicks. It all off watch.
The entire series thanks for joining me today. Im dave lorenzo. Well see you right back here again tomorrow.
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