How many times do you leave an introductory meeting, or hang up from a phone call with a prospect, only to realize that you are missing critical information that you need? Instead of slapping your head, like in the old V-8 commercials, use sales trainer George Ludwig's easy acronym -- BEND 4P's - to help you remember what you need to know.
B-BELIEFS: What does the buyer believe about you, your product or service, your competitor, etc.?
E-EVALUATION PROCESS: How will the buyer evaluate your product? What criteria will he or she use?
N-NEEDS: What does the buyer really need?
D-DESIRES: What does the buyer really want?
P-PSYCHIC WOUNDS: Does the buyer have any ill will toward your company, you, or a particular type of product or service?
P-PERSONAL INTERESTS: What are the buyer's hobbies, his or her family life, favorite sports, etc.?
P-PERSONAL MENTORS: Whom does the buyer look to for similar buying decisions? What references will he or she accept?
P-PERSONAL SUCCESSES: What is the buyer proud of? What has he or she purchased before that gave him or her a personal win?
Remember to get the answers to the BEND 4-P QUESTIONS, and you'll be better armed to better serve the buyer and close the sale!
George Ludwig is an author, speaker, and consultant with years of experience as a top-seller. He developed his Power Selling Process and the Double Your Income Power Seminars after 20 years of researching the most successful sales strategies in the world, and is the author of the book Power Selling: Seven Strategies for Cracking the Sales Code. Discover your sales strengths and weaknesses at www.GeorgeLudwig.com.
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