Tuesday, December 29, 2015
Friday, November 20, 2015
Five Questions To Ask To Get More Sales
Question 1: Name Your Problem
What’s your biggest project right now?
What’s the biggest problem you face right now?
What’s causing you the most stress right now?
Phrasing your question in an open-ended way–one which doesn’t allow for Yes or No answers–helps your customers to share what’s really on their minds. And that’s exactly what you want.
Honest conversations build rapport and trust. They also help you to understand what your customers really need and which obstacles keep them up at night. When you can pinpoint their projects and their problems, you can start introducing the best solutions.
Question 2: Name Your Change
If you could change one thing in your life, what would it be?
If you could change one area of your business, what would it be?
What’s one change that would really help you?
This question helps your customers to break out of a limited mindset, bound by time and budget constraints, and dream a little. What would really improve their lives and businesses? As an objective listener, you can help them see that the change they want isn’t that far out of reach. Then you can help them build a realistic plan.
Or, as you listen, you might see that the changes they name aren’t real improvements or the smartest investments. Introduce other ideas that might be doable and offer the help you can to accomplish those goals.
Question 3: Name Your Obstacle
What’s holding you back from making this change?
What’s keeping you from deciding on this purchase?
What’s the best reason you have to walk away from this opportunity?
Every customer has a list of reasons why it’s easier to say no. Sometimes staying stuck in a rut is more appealing than working up the energy to move forward. Of course, your customers won’t say that; they’ll just list their reasons: “It’s too expensive,” or “It takes too long,” or “It’s not the right fit,” or “We’ve tried that before.”
Instead of putting your customer on the defensive, go ahead and invite their best reasons to say no to your offer. When you remove the conflict from the conversation, your customer is more likely to be open and see that their best reasons are, maybe, not that great. And, with that clear list of obstacles, you can answer each one of them specifically.
Question 4: Name Your Need
How can I help you right now?
What can I do to help you most with this problem?
What kind of help do you need the most?
This is the kind of question that customers try to brush off; don’t let them. If their first response is negative, rephrase the question and ask again. We all have needs, but we’re not all used to asking for, or accepting, help.
There’s just one caveat here: be ready to provide, to the best of your ability, what your customer needs. That might be time to think, more information, further meetings, or some other resource you can provide. Do what you can to show your customer that your priority is to help them however you can.
Question 5: Name Your Benefit
What will you miss by not taking this opportunity?
What do you think you’ll miss if you don’t move forward now?
What do you risk if you choose to walk away?
Discussing problems, obstacles, and needs will provide plenty of opportunities for you to share the benefits of your product or service. What’s left is to let your customers convince themselves. That’s what this question does: you’re helping your customers tell themselves what they could gain, and what they risk losing, by saying no to the sale.
Don’t be afraid to repeat questions in your conversations. Sometimes the first answer (or two) is a quick response without much thought in it. When you present the same question, rephrased, a few different times, your customer gets a chance to think about it and answer honestly. You gain insight into your customer’s real needs and insight to lead your customer to the right solution for those needs.
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Thursday, September 24, 2015
8 Most Effective Apps For Internal Communications
I have tried many different apps for internal team communication and Bitrix24 is the best by far. Bitrix24 has group chat and video, document management, its own cloud, a calendar for planning, email, a CRM system, human resource capabilities and much, much more. There isn't anything that I wish Bitrix24 could do but doesn't. The best part is that you can pick and choose which parts you use (and it's totally free). – Robert De Los Santos, Sky High Party Rentals
Our team switched from Hipchat to Slack in less than a day, and everyone loves it. It's really easy to learn, the integrations are fantastic, links and file uploads show up inline and all the conversations are searchable for later. Also, the ability to create a Google Hangout from inside a chat room is one of the coolest and most useful features I've ever seen. – Mattan Griffel, One Month
We use Campfire and it's awesome. It's great to have password-protected group chats, and since it's network agnostic, our team members can use it no matter what other chat network they're on. It's also got a great suite of add-ons and extras, many of which are free, so we can really customize what we get out of it for customer service, development and design. – Dave Nevogt, Hubstaff.com
At Ajax Union, we use Basecamp both for internal team communication and for bridging the gap between staff members and our clientele. Basecamp makes it easy for people in different positions at the company, especially those who wear many hats, to easily share files and stay in the loop on projects and client information. It's easy to use and a go-to for getting team communication up and running. – Joe Apfelbaum, Ajax Union
While technically a task tracking application, Redbooth has implemented a fantastic built-in chat software. This combines being able to assign tasks and using the same window to communicate with members about those tasks. It helps keep chat oriented to business communication, which maximizes productivity among the entire team. – Cody McLain, WireFuseMedia LLC
We use Skype and chats within Google Docs to communicate. However, we find that it's very important to tie discussions to particular tasks and projects. We useWrike as our task and project management tool. With the ability to easily “@” message a team member through tasks and the activity stream, Wrike lets us message each other while bringing context to the conversation. – Miles Jennings, Recruiter.com
We're huge fans of Kato.im for internal communications. It has seamless integration with GitHub and other services that allow us to provide context and data behind the conversations we're having. We use it religiously in our office. – Brewster Stanislaw, Inside Social
For our internal team, we use Microsoft Lync as it allows us to have a truly unified communications platform, blending video, phone, instant messaging and collaborative work environments into one space. It greatly increases the productivity of our firm. – Michael Spinosa, Unleashed Technologies