After the Up Front Agreement
part 2 in the
Tech Selling process
Qualifying the Customer
open ended questions
What is an open ended question?
Something your customer can't answer with just "yes" or "no"
Open ended questions
Just remember the 5 w's
Who What When Where Why
YOU CAN ASK QUESTIONS LIKE
Who will be using this device?
What are you planning on doing with your new device?
What did you like about your old device?
Where will you be using your new device?
Where will you connect to the internet?
When do you need to have your new device ready?
When are you planning on purchasing a new device?
Why are you replacing your current device?
Why do you think you'll need a desktop?
Understanding your customer's story is essential to selling.
Then ask more specific, narrower questions
Using these types of questions will help to clarify your customer's needs and start to bring a recommended solution into focus.
as you get deeper into your conversation your questions become more specific
Will your kids use the device
What type of work do you do?
Do you travel alot?
That's called the Selling Funnel
Start by asking open ended questions
Work your way down
to close ended questions
Take mental notes along the way
Hearing your customer's story and you'll likely come up with products and solutions to share later.
what that looks like
What happened to your current device?
I dropped it getting out of my car!
Square Trade & A Case.
Where do you find yourself working?
I'm on the go alot!
What kind of software do you use
Photoshop and video software
Speed and Performance
What do you plan to do with your old data?
I'm not sure! I have a ton of pictures!
Premier Set Up
On services and accessories