Participative Selling for Music Retailers, Part 3: Establishing Purpose and Qualifying Needs (NS09 Live Session)


It's easy to make assumptions about customers.  Sometimes we fail to address the real reason why a customer visits our store.  Establishing the customer’s purpose is an integral step in the “Participative Sales Process.”  Likewise, qualifying the customer’s needs is one of the most valuable skills for a salesperson to understand and practice.  When you are able to properly qualify your customer’s needs, you can correctly meet that person’s needs and make the sale. Kevin Cranley covers these topics during this session:  Why is My Customer Here?, General Questions First and Then Specific Ones, and the Budget Question.