coordination and communication with mutual respect for all parties involved. Te discovery process is centered on


identifying and distinguishing the client’s wants and needs. Exploring with the client the conditions


that are leading to a buying opportunity is the first step. Te sales person should ask these questions and be sure to pursue details and descriptions. • What significant events occurred? • How did this event happen and why? • Repeat an understanding of the situation and express concern Te method consists of gaining knowledge,


formal planning, strategic activities, a review of progress, learning from actions, and if necessary re-designing the plan. It is an interactive sales process between the primary


Profit and Productivity → Top Management Problems and Solutions → Upper/Middle Management Price and Performance → Purchasing/Supervisory Management


participants in the decision-making process to gain acceptance to the defined goals, be sure that areas of dissatisfaction and/or results deficit are identified and to earn client acceptance to the value and benefit of your solution toward those goals. Te sale person needs to know who


are the buying center members, how the decision will be made, their particular needs, as well as what maters to them. Knowing their position and roles is important because it will affect their decision and willingness to support your solution.


In order to effectively present your


solution and the value proposition, the sales person must demonstrate how the products and services meet the client’s needs and define their quantifiable benefits. The value of those benefits and that solution is determined by the client and based on fulfillment of needs and achievement of their objectives. As an example, when selling to the construction industry, the sales person would consider the needs to services match to include the following:


20


datia focus


summer 2016


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52  |  Page 53  |  Page 54  |  Page 55  |  Page 56  |  Page 57  |  Page 58  |  Page 59  |  Page 60  |  Page 61  |  Page 62  |  Page 63  |  Page 64