The first thing you should be asking people,
in any B2B sales situation, is what their goals are. Now you don’t have to ask it in those exact words. There are easier ways to ask this question. However, sometimes, just asking what their goals are will give some astonishing insight into their business plans.
The idea behind The GAIM Plan is to get your prospect
/client talking and telling you what he wants nepal cell phone database to do, and what is holding him back. Many people feel that just asking about his problems and issues is the way to start.
Of course getting to the issues – or Afflictions – is very important and mandatory. But people like talking about their goals and dreams. And by understanding what a person’s goals and dreams are, you get a better perspective of that person, his company, and whether there will be a fit for your products or not.
You could ask, “Why are you doing this now?”
If you know the marketplace you are in, and generally why people buy your products and services, you probably already know the answer. But this will give you an insight into why this particular prospect wants to buy.
Remember, in any sales call, or in fact in any communication, learn to understand before being understood. Therefore, it is mandatory for you to get into the reasons why someone is buying.
You will find by asking simple questions
like these that your prospect will want to share his goals and even his dreams with you. Don’t be shy about asking him these questions.Once you have unearthed his goals, then you move on to the issues that may be stopping him from attaining his goals.