The quality of your result is directly proportional to how you apply PIE. Using PIE will help you to differentiate yourself from competitor sales people because you will be digging deeper into a client's problem than other salespeople know how to or have the courage to. This in turn will allow you to recommend the right product or service and your job of closing the sale will be easier and feel more natural for both yourself and your client. As sales people is it enough to do a reasonable job of asking questions? Most people reading this would say it isn't. The world is too competitive to do a reasonable job. The core issue is unless you can dig deep enough into the full extent of a client's problem that includes the ramifications and their reactions to the problem you won't have uncovered the full extent of the problem. Fast forward the sales process and often the sales person ends up with a closing problem. Why? Because the client doesn't think the problem is big enough to warrant the cost of the solution. o Narrow the breadth of questions you need to ask o Create greater understanding of the problem o Provide input for your presentation Profile questions are followed by issue questions. Would you like to be able to ask more engaging questions? Would you like to close more sales? Did you know there is a direct link between effective questioning and getting the business? 2. Acknowledged Pain This is when the client has admitted to a problem or a need and is looking for a solution. Acknowledged pain can be fear-driven and can have 2.5 times greater motivational power to act when compared to the power of desire. For example a client may state,Cheap Chris Cook Jersey, "I have a problem with..." or "I am looking for a better way to..." This is when effect questions are used to uncover the full extent of the problem and to establish specific needs. A specific need is a statement made by the client that expresses a want or a need. This leads to the beginning of the buying cycle. The following structure of asking Profile, Issue and Effect questions will provide you with the tools to be able to fully engage the client. Whether you are an experienced sales veteran or an inexperienced salesperson avoid falling into the trap of asking too many profile questions. To keep on track: Effect Questions Effect questions are about the effects, ramifications or outcomes of the client's current situation and drills down to specifics. Again in keeping with the previous profile and issue examples: "What are the ramifications for late delivery...How does having your capital tied up in machines affect funds for cash flow?" Effect questions can confirm the client's thoughts about the need to take action. If the client response is lukewarm they won't be motivated to change,Cheap Dan Hampton Jersey, so go back to asking more profile questions or refer to dormant pain in this article. Effect questions: o Can show the ramifications of the problem o Build the complete picture including the effect on other departments o Can show cause and effect to other potential problems or difficulties o Can lead to articulation of a specific need Profile Questions Potential sources for profile questions are of an operational and or personal nature. Profile questions provide a broad factual framework of the client's current situation and are used to probe for potential problems and dissatisfaction. For example: "How many company reports are printed annually?" Care needs to be taken not to ask too many profile questions because this can irritate the client and possibly compromise the sale. Issue Questions These questions are asked directly about the client's current problems as uncovered during profile questioning and take the profile question to a deeper level. Experienced salespeople tend to ask more of these types of questions. Examples in keeping with the profile question could be: "What are the main obstacles to getting the reports printed on time...Do you know how much capital is tied up in your machines?" Issue Questions can: Client Need It is a natural part of our being to want to feel good and avoid pain. Finding the client's real pain is a critical part of the sales process because it will motivate client action and begin the buying process. However, motivation to buy isn't limited to the relief of real pain. A desire to purchase can have a stronger impact on the client and your relationship with them. The PIE method of questioning, an acronym for Profile Issue and Effect, is designed to uncover specific needs that will motivate a client to buy. It isn't a linear process, so it is common to move up and down the 3 categories as you uncover more or relevant problems. If a client is genuinely satisfied with a competitor's product or service you will be wasting your time continuing the sales interview. A sales person is limited in what s/he can do when a client is in dormant pain. If there is a legitimate future sales opportunity, keep in touch because when the client realises they have been unaware of a better alternative they will go straight to acknowledging their pain. 3. Desire If clients were given a choice of what to feel this would be the preferred option. When as a salesperson you fully connect the value of your product or service with what is most important to the client you will help them visualise and emotionally experience their future ownership. The associated good feelings will add value to your relationship. For example,Cheap Mark Sanchez Jersey, recognition for a job well done and the potential of a promotion. Don't assume the client is in desire mode. Desire needs to be expressed verbally or in writing by the client. This will give you the confirmation that you need. Client pain can be categorised as follows: o Have a definable sales purpose o Search for basic information from other sources o Ask questions directly linked to the potential problem or dissatisfaction 1. Dormant Pain The client isn't aware of or denies there is a problem and so they don't see a need for change. This happens because of a lack of knowledge or the client rationalises the need by convincing themselves for example, that the current supplier's performance isn't that bad. Prospective clients more so than existing clients tend to be in dormant pain. The author introduces： 24H JERSEYS is a privately owned sports goods company with a history of nearly 4 years.We have the professional factory behind us manufacturing all sports jerseys.Click here Read More