Optimize your levy funding

Optimize your levy funding

Upskill your current team or hire new talent through an apprenticeship with Mercuri. We now offer levy funded, world class development programmes for your sales teams, business leaders and customer service professionals to name but a few.
Sales Leadership in the Field

Sales Leadership in the Field

Do you engage in coaching visits with your team? Develop your Coaching and Managing skills to have a direct influence on the ability of your team to perform at the highest level with Sales Leadership in the Field on September 11th-12th. Book now.
Sales Leadership Planning

Sales Leadership Planning

Develop a comprehensive sales activity management methodology and a clearly defined pipeline management process that will help improve conversion rates. Join the next masterclass on September 4th - 5th 2018 at London Heathrow Crowne Plaza.
Social Selling as part of your Sales Strategy

Social Selling as part of your Sales Strategy

Talk to us about Social Selling in the Sales Process. From new customer acquisition to Key Account Management, find out where social selling makes sense and how to improve your social selling success.

Taking Sales to a Higher Level

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Are you asking questions to uncover real need?

“Learn to question like Sherlock Holmes.”  “That’s the way to understand what’s going on in your customers’ mind."

Do you really know what your customer needs?

The truth, however is that when a salesperson asks questions, they often come more from a self-centric point of view rather than a customer-centric point-of-view. Selling what I have becomes more important than sellling what the customer needs. Are you trying to first understand the customer’s need and then trying to fill that need with the relevant product and service? Or, are you simply aiming to fulfil an assumed need?

The time tested axiom in selling: Never present a feature unless the need is clear. And this need should be:

  1. Need as recognized by the customer.
  2. Not the need for a product, but need in the usage of the product or service.
  3. Need as shaped by preferences of the customer as an individual.

The only way to uncover the real needs of the customer is to practice the skills of curious questioning and active listening.  For an in-depth understanding of the Power of Questions as a tool for effective selling, access the Mercuri Insight document on “Understanding Customer needs".  Call +44 (0) 330 9000 800.

Are you asking questions to uncover real need?