ORNSA

Eric Greenspan Finding More Customers Leave a Comment

One of my favorite acronyms of all times. This process is still one of the strongest tools for closing sales. I learned it from a friend at IBM.

OPEN ENDED QUESTIONS
Start by asking questions that will not yield a definitive answer, such as yes or no. A great OE question is “So, tell me how you think our solution will help your company?” or “Why did you choose to meet with us?”

REFERENCE
Making reference to other sales or other solutions that follow the pattern of a prospect is a great way to get them to better understand the offering and how it will work for them. “My last client did exactly the same thing with our widget and here’s the results.”

NEEDS / QUALIFY
Determining what a client needs and whether than are truly in a position to buy is critical before spending too much time prospecting them.

SOLUTION SELL
Identify the solution, tweak it to the customers’ needs and move it to action.

ACTION PLAN
Ask for the sale. “Great, I just need your signature here and a form of payment and we’re all set.”

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