How_To_Explore_With_Doctor_in_Sales_Call

EXPLORING

INTRODUCTION

Why explore?

Discovering the customer’s personal and buying needs

The main reason for a salesperson to explore is to uncover the customer’s personal and buying needs. A customer will only buy a product because it satisfies a ‘need’. For him/her to consider changing to another product, the new product must satisfy those same needs- plus other needs that the current product doesn’t meet. So, to sell our product we must discover the customer’s needs and gather information to understand them. How? By exploring! Well-structured exploratory question offer thought-provoking possibilities and encourage co-operation in discovering the customer’s needs-an invaluable to a customer-oriented salesperson.

Objective of exploring

Objectives:

• To gauge opinion.
• To show interest in the customer.
• To help tailor the sales call to the customer.
• To discover needs.
• To gain information.

The main objective of exploring is to build a through understanding of the customer’s needs. You should have a clear idea of the specific needs of the customer and their importance, as well as the priority of the needs. There should be common understanding of all the needs between the salesperson and the customer.

Discovering Customer Situations

Customer needs arise due to the situations surrounding them. The macro environment, experience and other factors the customer’s situation and influence his/her needs. The feelings and views of the customers also influence these.

Discovering Customer Needs

A successful salesperson has to practice active listing in order to identify the different needs of the customer. When you are a specific customer, he or she could be explicit in expressing a need, for example, “Give me ten Arrocort forte’ but another may say, “ I want a deal on the Arrocort forte product range”. In both cases you, the salesperson , will have to explore to understand the real or specific need of the customer. Therefore, in response you may ask, “ Which pack of Arrocort fore would you require?” or what do you mean by deal?

Hidden needs

Sometime the reason behind a statement made by the customer may be because of hidden need. Consider the remark “ I want a proven product”. The real cause of this statement may be that the customer thinks that the Arrocort forte will not work.

Further needs

Many times there could be a further need behind the hidden need. Consider once more the remark “I want a deal on this product rang”.

Whilst you may feel that the customer wants ‘cheap’ deal, the main reason for making the remark could be that the customer, although happy with the product, wants to buy a basket of products instead, and wishes for a better association with the company.

Exploring further for possible needs such as this will help you understand the customer better. In the cases mentioned above: “what do you mean by that?.

When to explore

You should explore whenever you feel you need more information about the customer, his situation or his needs.

And

Whenever you feel that the customer would benefit from analyzing his/her own situation and need more closely.

How to explore

Exploring is done through asking questions. Asking question is an everyday part of life, whether you are at work or play. Therefore, we should all be experts at it, but we are not. So what make one person a questions that can improve your skills overnight.

1. Pause – Ask a question then pause to allow the customer thinking time. Avoid the temptation to jump in and answer your own questions.                                                                                
2. Keep it simple – Do not make your questions too complex or difficult. This may make your customers look silly and can antagonize them, which is far from ideal in a selling situation.             
3. Listen – it is no good asking good question if you do not listen and concentrate on the answers. Practice the art of active listening. Look as if you are actually listening and are interested in what is being said. Absorb what is being said and use the answers. You had a reason for asking the

In this post we have learn about how to Explore With Doctor in Sales Call this lesson is very useful for us if we are a professional salesperson. 

if we have done this part it means we have go to right direction with customer 

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