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Discovery is vital, as it includes questions phrased in an efficient manner to deduce as much information from the customer with regard to what they desire with aspects of your specific product or service.
This module is the core of value-added selling, as the only sales approach that would create a win-win situation is of value-added selling. The process of value-added selling can’t be attained without doing effective discovery. The training will focus on three components with regard to the process of discovery.
The phrasing of the question using content chunk, and matching of the tone discussed in rapport module will ensure that information that is vital for building value is attained, for instance if you are in business of selling cars, and there are three colours for the car, black blue and white. The one way of asking your customer about their favourite colour is what is your favourite colour? What if your customer says green, then by asking this question you have created an objection that would be raised at the trial close. The efficient way of phrasing the same question will be what is your preferred colour between black, blue and white? The answer to this question is relevant to the sales process and will offer you vital information for closing the sale. The technique of incorporating choices relevant to your product in the questions will only educe information that is relevant.
The other aspect while phrasing the questions is of using the linguistic in a manner that will result in an answer you are looking for. We revert to the same instance of the cars business. As a sales person it is significant for you to know the budget of the customer, one way of asking is what is your budget for the car? This question has two negative connotations, one there is a possibility that customer might not answer the question in a relevant manner, and secondly it can be assumed as a trial close and that would minimize any chances of sale as this is not the timing for the trial close. The approach of using the effective linguistic in phrasing the same question will be, how much investment you are planning to do in a car that offers comfort and reliability you desire for next few years?
The most powerful technique derived from NLP that we share with your team would offer them with a tool to know what your customer is thinking when a question is asked. You can tell what people are thinking while reading through their eye patterns and watching the eye movement.
The principal eye movement you will discover while watching the pattern of eye movement will provide the most significant information in sales process and that is knowing the modality that of are they visual, auditory, kinaesthetic or auditory digital. The discovery of modality is the gate way of entering in the world of your customer, and adds value in your product according to their model of world.
The training will provide your team with the most powerful tool in communication and that is to elicit the buying strategy of your customer. This is a proven scientific fact that every individual has a same buying strategy whether they are buying a pen or a million dollar house.
The buying strategy is the way your brain functions every time you make a decision to buy something. By the end of this section your sales team will be able to elicit buying strategy of every customer they will interact by asking few simple questions in less than a minute, and will know when the time of closing arrives, how to pitch the product or the service, so that your leading your customer from their own buying pattern leading to the desired end result.