||Problem|No Problem|h
|Aware|Quadrant 1: ''Has a problem'' and ''knows they have a problem'' <br>''@@color(green):negotiate@@''|Quadrant 2: ''Has no problem'' and is aware of not having a problem<br>''@@color(green):wait and build relationship<br>@@''|
|Not Aware|Quadrant 3: ''Has a problem'' but is ''not aware'' <br>''@@color(green):educate@@''|Quadrant 4: ''Has no problem'' and is ''not aware'' there is no problem<br>''@@color(green):agitate and create doubt@@''|

* ''Quadrant 1, customer has a problem and knows it''
** These are the easiest customers to deal with.
** Solve the problem in favorable terms and you have the deal
* ''Quadrant 2, customer does NOT have  problem and know it''
** These are not customers you are likely to meet. If you do, it is more difficult to sell to them but not impossible.
** Your task is to raise awareness by educating the customer. Then you solve the problem, negotiate favorable terms.
** They you to this sale is knowing where you are so you can know where you need to go.
* ''Quadrant 3, customer has a problem and does NOT know it''
** They may be buying from a suppliers which is overcharging them. The may be unaware of the technology advances and buy the same product. There is a problem there to solve and the goal is to bring it into the awareness of this customer.
** The challenge here is to build a relation with the customer and wait. No hurry.
** Ask if you can contact in a few months from now.
** The current suppliers will always stumble or weaken a bit. This will be the time where you may have an opportunity.
* ''Quadrant 4, customer does NOT have a problem and does NOT know it''
** These customers believe they //may// have a probem but it is only a hunch. They lack the data. It is your job to provide this customer with data.
** The challenge here is to agitate and create doubt in the customers mind
** When you created the doubt they may move to Quadrant 1
bag
howtomakethesale_public
created
Sun, 12 Jun 2011 12:03:41 GMT
creator
dirkjan
modified
Sun, 12 Jun 2011 12:03:41 GMT
modifier
dirkjan
tags
How you make the sale
creator
dirkjan