Sales Made Simple for Photographers
The following article is an extract from the Sales Made Simple book by Julian Martin. This guide is usually sold for $19.97 and you can get it for Free for a limited amount of time as part of our exclusive PhotoMerchant > Fresh Start offer here.
Your customer’s key requirements will need to be satisfied in order to close the deal, so knowing them up-front gives you a significant advantage.
The Sales Made Simple or SMS method is based on four progressive steps:
- Asking open-ended questions in order to ascertain the customer’s requirements.
- Matching those requirements with the appropriate product or service.
- Asking closed-ended questions to confirm that the customer’s requirements have been met in order to close the sale.
- Affirming the customer are purchasing decision.
Some simple interaction between these steps can occur if you need to work through any objections, but the straightforward nature of the above framework makes it easy to turn said objections around.
It looks simple, doesn’t it?
As this book explores these four progressive steps in more detail, you will see how they become the òlines’ on which you can overlay your product knowledge and personality to become an expert and effective salesperson.
Step 1: Asking open-ended questions.
Open-ended questions help you to discover the customer’s requirements.
An open-ended question is one that cannot be answered with a òyes’ or òno’. These are the how, what, when, why and who questions. As you think carefully about what sort of open-ended questions work well regarding your particular product or service, you will see how they form a crucial reference point within the negotiation.
Your customer’s key requirements will need to be satisfied in order to close the deal, so knowing them up-front gives you a significant advantage.
Step 2: Matching the need.
Once you are confident that you have asked the right questions and understand what the customer is looking for, you will be in a perfect position to demonstrate how your product or service meets those requirements. These first two steps represent a classic òneeds resolution’ approach to selling.
Get the complete Sales Made Simple Book for Free as part of our exclusive PhotoMerchant Fresh Start offer here.
