{"id":22131,"date":"2021-12-03T22:23:00","date_gmt":"2021-12-04T02:23:00","guid":{"rendered":"https:\/\/challenge-action.com\/discovery-on-sale\/"},"modified":"2023-11-03T16:29:47","modified_gmt":"2023-11-03T20:29:47","slug":"discovery-on-sale","status":"publish","type":"post","link":"https:\/\/challenge-action.com\/en\/discovery-on-sale\/","title":{"rendered":"Discovery on sale"},"content":{"rendered":"\n<p>Discovery on <a href=\"https:\/\/challenge-action.com\/en\/how-to-increase-sales\/\">sale<\/a> is the most important <a href=\"https:\/\/challenge-action.com\/en\/what-are-the-sales-stages\/\">stage of the sale<\/a>, because it&#8217;s when we understand the customer&#8217;s need, or even create that need.<\/p>\n\n\n\n<p>Discovering the need isn&#8217;t very difficult: just ask him what he&#8217;s looking for. On the other hand, it&#8217;s quite dangerous, because if they&#8217;re looking for a product or service you don&#8217;t have, you risk losing your sale and seeing your customer go to a competitor to find what they&#8217;re looking for. So it&#8217;s best to take a two-step approach, and ask him what his current situation is, and what his goal is. This will create a gap between what he owns and what he dreams of, and thus increase his desire to buy.<\/p>\n\n\n\n<p>Here are the main questions, which you can of course adapt to your own business.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Situation questions<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Who is he, what is his civil status, does he have children, how old is he? These questions reveal whether other people are involved in the purchase, either as decision-makers or users.<\/li>\n\n\n\n<li>What is his or her job, and what is his or her spouse&#8217;s job? These questions will help you better understand your financial situation.<\/li>\n\n\n\n<li>What do they currently own in relation to the products they&#8217;re looking for, e.g. cars, furniture, TV, insurance, financial investments, etc.? This allows us to know where it&#8217;s coming from, so we can find something better for it.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">Objective questions<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li>What&#8217;s your dream<\/li>\n\n\n\n<li>What is your objective<\/li>\n\n\n\n<li>What motivates you<\/li>\n\n\n\n<li>If you had an ideal, what would it be?<\/li>\n<\/ul>\n\n\n\n<p>Objective questions will now create the gap between the situation and the need. If you can offer an adaptable service, you can afford to ask very specific questions such as &#8220;What is your dream?&#8221; This is easily done for beauticians, one of whose best questions is: &#8220;If I had a magic wand, what would you like to look like? Otherwise, if you sell specific products, keep it general.<\/p>\n\n\n\n<p>Now it&#8217;s up to you to adapt your questions, or to buy one of our specific courses in which we offer the questions of top salespeople. We&#8217;ve had the opportunity to train thousands of them and adapt their best practices. <a href=\"https:\/\/challenge-action.com\/en\/sales-preparation\/\">The best preparation<\/a> leads to the best improvisation!<\/p>\n\n\n\n<p><\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-wp-embed is-provider-boutique-challenge-action wp-block-embed-boutique-challenge-action\"><div class=\"wp-block-embed__wrapper\">\nhttps:\/\/boutique.challenge-action.com\/nos-formations\/?filtres=vente\n<\/div><\/figure>\n","protected":false},"excerpt":{"rendered":"<p>Discovery on sale is the most important stage of the sale, because it&#8217;s when we understand the customer&#8217;s need, or even create that need. Discovering the need isn&#8217;t very difficult: just ask him what he&#8217;s looking for. On the other hand, it&#8217;s quite dangerous, because if they&#8217;re looking for a product or service you don&#8217;t [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":19808,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[50],"tags":[],"class_list":["post-22131","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-conseils-de-vente-en"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.1.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Discovery on sale<\/title>\n<meta name=\"description\" content=\"Discovery is the most important part of selling, the techniques and tricks of better salespeople to win the sale.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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