Question

Briefly describe any three methods of sale.

Answer 1

SITUATION questions lay the very foundation of a sales cycle. The goal is to understand the prospect and their situation and check whether your offering can serve their needs. This information plays a vital part in the rest of your sales cycle. The more legwork you put in determining which questions you should ask, the more useful the information.

So don’t ask “Who’s responsible at your office for new purchases?”. Instead, ask: “What’s your decision-making process for new purchases?” to identify a decision-maker.

Another simple example:

“How do you currently organise your business printing?”

2. PROBLEM questions help make your prospect aware of a problem that needs to be solved and identify problems that are often overlooked. These pain-points will be used to accelerate a deal.

“What’s the biggest problem you have when managing all your office printing?”

3. IMPLICATION questions focus on the negative impact of issues and highlight the urgency.

“If you don’t implement a new printing solution soon, how will this impact your business?”

4. Once a prospect realises how the situation might deteriorate, NEED-PAYOFF questions help them grasp the value of a real solution. The secret to success is to help the buyer to specify the benefits themselves. Get these questions right, and a prospect will tell you how your product helps them.

"If you cut the amount of time spent on printing, how would that impact your business?”

These 4 questions will help you discover what your buyer needs and what the best way is for you to help him. If you use SPIN as a sales tactic, asking the right questions will prospect to the right answers.

2. SNAP selling
Before modern buyers make a purchase decision, they’re overloaded with information urging them to buy solution X or Y. This makes it hard to get buyers’ attention, since they are wary of salespeople and their tactics. SNAP selling focuses on the way customers make decisions: influence them positively, so in the end they feel they made the decision on their own.

Answer 2

Hello there,

Following are the three methods of sale;

1. Online sale: This happens in online businesses. The customer chooses a product from a wide range displayed by the seller online and adds into his cart. He can either pay online through card or choose cash on delivery option.
2. Shop sale: This happens when the customer physically goes to the shops and buys products as per his choice. The payment is made on spot.
3. Third party sale: This is done when the customer makes purchases through a third party vendor and received the products.\

I hope the answer is satisfactory.

Thanks