Each of the CPR methods we are discussing this month deal with communication—for it is only communication that is going to restore business between you and your customers.
We have discussed finding out what your customers and prospects are really thinking because you can’t assume they are in the same sales process stage as they were before covid19.
We then discussed asking pertinent questions to strengthen your position with them.
Once you have taken those steps, let us ask some more questions. This time let us ask some survey questions that will coax prospects and customers into examining factors of the current environment and understanding them better.
You are taking a similar approach as you did with the earlier set of questions—these are questions you might already know the answer to. But your knowledge is not the point.
If you’ve studied up on SELLability’s sales process, you know that one of the results of the Qualifying step is: “You know all the reasons why the prospect should buy, from the prospect’s point of view.” The whole idea is to get the prospect to realize why they are buying.
In this case, you are helping the prospect grasp their own point of view regarding the current scene.
Here are some examples:
“What kind of business do you feel succeeds best in the new environment?”
“What is the biggest challenge, or what is your biggest challenge in this new environment?”
“What have you changed in your business or life to meet the challenges of the new environment?”
“What do you think your prospects and customers expect of you in this new environment?
“What are the most important factors for you when buying a product in this environment?”
Remember that an essential part of communication is listening.
While your intention is to bring the prospect or customer or prospect to a fuller understanding of their own, you still must understand and acknowledge what they are saying.
You will find that their increase in understanding will take place, in part, because they know you are paying attention to what they are saying, acknowledging, and answering them.
In addition to asking the questions, and acknowledging and answering, keep track of the answers by writing them down or, if your prospect or client gives their consent, recording them.
Not only will this aid your own understanding of their point of view, but the answers will be utilized in the last step of reviving communication with Sales CPR.
The end result will be a prospect or client moving newly through a deal with you, with an understanding of how your product or service will help them in this new environment.
