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| Selling Control Understand what your customer needs so they are more likely to buy. When dealing with your customer, ask these five questions. Question 1: Do you need more information? Question 2: Do you need to assess the information? Question 3: Do you need to be sure? Question 4: Do you feel happy? Question 5: Do you feel ready? Respond to any question they answered 'yes'. You see, people buy goods and services once the Infra Language sequence is completed. First: They need to have the right information (in the best format for them). Second: They need to assess that information by comparing it with other sources. Third: They need to be sure that they know the truth. You can see that the first three questions relate to input. Fourth: Only then will your customer develop a concluding emotion (and, to buy, it must be pretty positive). Fifth: Only then will they take action. And, that's the decision to buy. That's why you need to ask questions 1 to 5 in that order.  Use this sequence whenever you are dealing with your customers. |