by The SP Team | Sales
What Is Customer Readiness?
So what is customer readiness anyway? Just like guaging the temperature of your food to see when it’s fully cooked, check your prospects temperature for readiness. Are you looking for a way to gauge your prospect’s disposition? This can also keep you from asking for a commitment too soon. Asking for an opinion is an excellent diagnostic tool that can help you understand where your customer stands. Let’s explore this strategy in more detail.
Why Ask for an Opinion to gauge customer readiness?
Asking for an opinion is a great way to see where your prospect is along the process and experience. It helps you clarify and collect new data from them. Therefore, you can test if they’re taking mental ownership of you’re offer, without asking for a commitment yet.
Using Opinion as a Diagnostic Tool
Asking for an opinion helps you diagnose the customer’s disposition. This will help you gauge temperature and know if it’s hot enough. You may need to adjust your presentation giving it a little more time and effort. Show the customer how you can help them.
When to Use the Opinion Technique
If you get positive indicators during your pitch, say ‘Hey, follow me!’ Use it after the demonstration or after you’ve made a strong selling point. By doing this, you are checking the validity and readiness of the customer and taking the least amount of risk.
What If the Customer Isn’t Ready to Buy?
The customer may say, ‘Hey, we aren’t buying today.’ You might then say, ‘That’s ok, C’mon inside. I’ll show you how easy it is to work with me and get you the figures.’ This is an excellent diagnostic tool. Think of it similar to a thermostat to check so that you ensure the sale is cooked. Don’t over cook or over sell though so that you don’t get burned. You are looking for it to be and feel just right.
To Sum Up, What Is Customer Readiness?
Asking for an opinion is an effective way to understand your prospects disposition without asking for a commitment too soon. It’s a great way to diagnose the customer’s disposition, so you can adjust your presentation. This will help them see the value you offer.