| Needs Analysis - Guided Selling |
| Invention Development Advice - Marketing | |||
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Desires research Selling can be thought of as helping the purchaser to purchase. To explain, selling isn't about offering products, but about determining the requirements of prospective customers, translating these needs into a suitable solution and then offering this solution.
Desires research Selling can be thought of as helping the purchaser to purchase. To explain, selling isn't about offering products, but about determining the requirements of prospective customers, translating these needs into a suitable solution and then offering this solution. Uncertainties are inhibiting factors in the buying process. They arise, when it is not clear to buyers whether an offered product will in fact meet their needs, whether the stated price is in fact the total price and whether the supplier is in fact in a position to deliver what has been promised according to the specification. If you're ready to remove doubts better or quicker than your competition, it principally braces your competitive position. Whether or not the cost of what you are providing is higher than that of your competing providers, there's a high chance that your offer will be selected if the possible purchaser feels most assured about it. Sofon Selling makes a difference between the functionality and technology of the product offering. In opposition to typical configuration software, Sofon so makes it feasible to think from the purchaser's perspective. The questions for drawing up the quotation, for instance, are asked from the standpoint of the purchaser ( desired functionality ) instead of that of the sales representative ( available technology ). We call this thinking from the outside in. Only once it is clear what the purchaser wants is this then interpreted into the proper product and into the correct product directions. In Sofon, this info is recorded in product models. By separating functionality and technology, the building of these models is simplified significantly. The test for consumers is drawn up independently of technical product structures. As the relationship between functionality and technology can be recorded much more flexibly, the traditional tension between commerce and technology is greatly reduced. The marketing team gets its customer-oriented test, while the technology team gets its technical design. With this approach, Sofon Guided Selling offers supports the needs analysis from the customer's perspective prior to product configuration or calculation. More information: Want to find out more about Needs Analysis, then visit Gideon Sofon's site on how to choose the best Guided Selling for your needs.
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