Hints to Know a Prospect's real Intent (to buy).

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Today we will understand how to know the (purchase) intent  of prospects.

All of us have done window shopping some time in life. Window shopping means looking and appraising things displayed in shops.

Window displays are put up specifically by retailers to display their wares for customers to look at.

Window shopping may or may not result in sales of products. A passer by may be Window shopping to kill his) her time or may like the product but may not have purchasing capacity to buy the product/s displayed at shop windows or shop shelves.

Interest in a product does not mean an intent to buy.

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Smart sales persons know the difference between prospects who are simply interested in products and the prospects who intend to buy a product or service.

This skill to segregate those who intend to buy and those who are simply interested help salespeople spend their time more effectively and productively.

Now let us explore how to know and discover real intent of a prospect by asking some intelligent questions on phone like :

Why do you need our product or service ( To uncover customer pain points). If a prospects ain't able to give satisfactory answer to this question then you know that prospect is not fit for your company.

Who is involved in the decision making process to buy our product.

Answer to this question will help you know whether the prospect is a gate keeper too low in decision making hierarchy.

What is your budget range for buying our product. Answer to this question will help you clear suspects who doesn't have sufficient budget to buy your product.

Going over social media profiles of prospects too will help you know a lot about prospect like their title, their past employment history, their role in organization etc.

In nutshell asking intelligent discovery questions will help you know the real intent of the prospects.

Hope it helps!

Thanks,

Youtube/C/Sales Gurukul-Subscribe our Youtube channel now !

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