Connect with Your Customers Vision
Connect with Your Customers Vision
What is Vision?
Vision is how we see our business in the future. Your customers have a distinct and powerful vision of their futures. Some are very much aware of this vision and can discuss it openly. Others are not clear on their vision. Your job is to uncover and become a part of your customer’s vision. You add tremendous value if you help customers discover their vision and make it a reality.
Determine Vision through Insightful Questions
Ask big picture questions that help you better understand their vision. Plan these questions in advance and probe with no assumptions or prejudices that can skew this investigative process. Customers will probably not tell you how to help make their vision a reality. They do not want to appear eager to be sold, or they may not have a clear vision. They are looking for you to take the initiative and offer the right solution. The customer will see you as a valuable resource when you notice what is important without them having to tell you. This is a real benefit and builds a large amount of trust and confidence. You discover this by asking questions and listening, not by talking.
Help Improve Profits
Showing your customer how you can improve their profits is the key. The most important business equation is: revenues minus expenses are equal to profits. Work with clients to find ways to improve this equation in their favor. In consumer markets, the equation deals more with desire and fear. People will buy when the desire for owning the product overcomes any apprehension they may have about the purchase. Getting in line with vision will help you uncover solutions that will lead to sales and overcome customer fears.
How to Discuss Vision on the Sales Call
The key questions to ask are related to improved profits, return on investment and the customer’s vision of the future. Ask straightforward questions about the future of their organization. Ask customers to elaborate. Ask about how they can increase profits. This will open doors and enable you to be a part of the solution. Ask your customer about his or her comfort zone for buying. This will help you understand how he or she can move from the fear of buying to a desire to purchase.
Plan, Practice and be Persistent
It is important to prepare a sales strategy that focuses on determining your customer’s vision. Write down your questions and script the sales process. Focus on discovering the benefit to the customer. Keep the focus on the customer's perspective and what makes sense to the customer. Get away from your perspective, because it may be wrong.
Use Trial Closes
Help the customer make a decision with trial closes. Ask this great question: “If we are to move forward, how do you see it happening?” Ask “what if” questions and make recommendations based on what the customer has told you. Focus your questions on the client’s vision and helping him or her increase profits.
Use Caution with Objections
Be careful with customer objections and questions because they often have a purpose unknown to you. Respond with a question such as, “Is that important to you?” “ Why do you ask?” Objections and questions are signals for more information. It is your job to figure out the right answer by probing gently. Resist the need to answer questions immediately because this turns off the buyer.
Put the Customer in the Driver’s Seat
Customers want choices. They want to drive the decision-making process and do not want to be sold, yet they love to buy what is a part of their vision. Aligning yourself with the customer’s vision is perhaps the best way to close sales. You become a valuable asset as you help your customer make his or her vision of the future a reality
Connect with Your Customers Vision - To learn more about this author, visit Thomas Young's Website.
Like this article? Share it with your friends
This may be the most important sales and marketing article you read this year. This simple, common sense sales tip can turn around a business career. To increase your sales, get in line with your customer’s vision. If only this powerful concept were easy to put into practice! Let’s take a look at how you might find ways to align with your customer’s vision and close more sales.
What is Vision?
Vision is how we see our business in the future. Your customers have a distinct and powerful vision of their futures. Some are very much aware of this vision and can discuss it openly. Others are not clear on their vision. Your job is to uncover and become a part of your customer’s vision. You add tremendous value if you help customers discover their vision and make it a reality.
Determine Vision through Insightful Questions
Ask big picture questions that help you better understand their vision. Plan these questions in advance and probe with no assumptions or prejudices that can skew this investigative process. Customers will probably not tell you how to help make their vision a reality. They do not want to appear eager to be sold, or they may not have a clear vision. They are looking for you to take the initiative and offer the right solution. The customer will see you as a valuable resource when you notice what is important without them having to tell you. This is a real benefit and builds a large amount of trust and confidence. You discover this by asking questions and listening, not by talking.
Help Improve Profits
Showing your customer how you can improve their profits is the key. The most important business equation is: revenues minus expenses are equal to profits. Work with clients to find ways to improve this equation in their favor. In consumer markets, the equation deals more with desire and fear. People will buy when the desire for owning the product overcomes any apprehension they may have about the purchase. Getting in line with vision will help you uncover solutions that will lead to sales and overcome customer fears.
How to Discuss Vision on the Sales Call
The key questions to ask are related to improved profits, return on investment and the customer’s vision of the future. Ask straightforward questions about the future of their organization. Ask customers to elaborate. Ask about how they can increase profits. This will open doors and enable you to be a part of the solution. Ask your customer about his or her comfort zone for buying. This will help you understand how he or she can move from the fear of buying to a desire to purchase.
Plan, Practice and be Persistent
It is important to prepare a sales strategy that focuses on determining your customer’s vision. Write down your questions and script the sales process. Focus on discovering the benefit to the customer. Keep the focus on the customer's perspective and what makes sense to the customer. Get away from your perspective, because it may be wrong.
Use Trial Closes
Help the customer make a decision with trial closes. Ask this great question: “If we are to move forward, how do you see it happening?” Ask “what if” questions and make recommendations based on what the customer has told you. Focus your questions on the client’s vision and helping him or her increase profits.
Use Caution with Objections
Be careful with customer objections and questions because they often have a purpose unknown to you. Respond with a question such as, “Is that important to you?” “ Why do you ask?” Objections and questions are signals for more information. It is your job to figure out the right answer by probing gently. Resist the need to answer questions immediately because this turns off the buyer.
Put the Customer in the Driver’s Seat
Customers want choices. They want to drive the decision-making process and do not want to be sold, yet they love to buy what is a part of their vision. Aligning yourself with the customer’s vision is perhaps the best way to close sales. You become a valuable asset as you help your customer make his or her vision of the future a reality
Connect with Your Customers Vision - To learn more about this author, visit Thomas Young's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
Dianne CramptonDianne Crampton is an executive leadership coach, team consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. - Visit Dianne Crampton's Website |
|||
Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Thomas's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
 | ||
 |
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Conversations of Leadership Managing Growth Internet Marketing Campaigns Law of Attraction Host Beneficiary |
|
 | ||
 |
The Top 10 Guy Kawasaki Posts
Best Posts for Entrepreneurs | |
 |
Top 50 Debt Blogs
Learn To Get Out Of Debt | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||
|
| ||||||||||
|
|
||||||||||