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Write You - How To Uncover Needs Or Wants Painlessly Using The JFA Funnel Technique
INTRODUCTIONThe typical approach executive teams use to cascade, or roll out, their strategic direction is to produce a clear set of goals, objectives, critical success factors or a scorecard and then get each departmental or functional manager to take this on board and customize it for their part of the organisation. The trouble then begins…A TYPICAL APPROACH: EACH DEPARTMENT ADOPTS OR ADAPTS A VERSION OF THE CORPORATE STRATEGYThe first phase of most organisational planning processes is that the organisation's executives design and express a strategic direction using a framework of some kind. Commonly this framework will be something like a collection of key result areas or critical success factors or balanced scorecard (1) perspectives or triple (or quadruple) bottom line, and so on. Strategic goals or objectives will be developed within each part of this strategic framework, along
Uncover Needs, Painlessly
Rarely do you receive information unless you ask for it. You need information to sell your services or products and look for future sales possibilities. Skilful questioning means that you do not seem to be imposing on the prospect by aski
Electronic Medical RecordThe electronic medical record, or EMR, has been redesigned by technology to suite the 21st century medical practice. The entire process has been wrapped around your finger. In other words, information, records, superbill, transcription, soap notes, and medical procedure codes are all at your finger tips.All electronic medical records have been organized and stored in a variety of ways, usually depending on the needs and budget of the practice. Often, multiple databases store patient information, medical collection, medical transcription, and other information vital to effective medical practice management.Technology has simplified electronic medical records every step of the way by streamlining the databases, even for multiple offices of the same practice, in a secure online data environment. Another reason why technology has made electronic
The key to uncovering needs lies in good questioning techniques. Questioning is a skill that requires much practice and concentration but once mastered serves you well because it allows you to:
Sell Not Tell
Most emerging salespeople talk too much. They’re good talkers, they must be salespeople or all you need to be a salesperson is the gift of the gab, are often heard misnomers. Most prospects, at the sales stage, come to expect that a salesperson will probably talk at them, for too long and about very little, especially their needs. You want to do the unexpected with your prospects and sell not tell. Do remember that customers and prospects are most comfortable when they are part of the process and not part of the audience.
Listen
If you are talking you are not listening! If you do not listen you will never find out enough information about the prospect or their needs. Apply the 80/20 rule, you should use questioning techniques so that the prospect is doing 80% of the talking and you are only doing 20%.God provided us with two ears and only one mouth and we should use them in that order.
Uncover Needs, Painlessly
Rarely do you receive information unless you ask for it. You need information to sell your services or products and look for future sales possibilities. Skilful questioning means that you do not seem to be imposing on the prospect by askin
Frank Richards is a Business Management Consultant who specializes in Service Level Agreements. Last month he ran four seminars in major Australian cities but he's finding that the ticket money does not cover his costs.In these days of instant payment you would believe that the problem of unpaid registration fees is a negligible issue. Unfortunately the days of instant payment do not coincide with the days of red-tape-free purchase ledger accounting. Companies have their own internal rules about raising requisitions for payment and some may take in excess of 90 days to clear all of the hurdles. Although this is probably one of the best reasons for delivering invitations to corporate delegates more than three months prior to the event, it still leaves you with the conundrum of what to do about non-paying delegates.The answer, as with all financial issues, is to have a clear set of contracted
The key to uncovering needs lies in good questioning techniques. Questioning is a skill that requires much practice and concentration but once mastered serves you well because it allows you to:
Sell Not Tell
Most emerging salespeople talk too much. They’re good talkers, they must be salespeople or all you need to be a salesperson is the gift of the gab, are often heard misnomers. Most prospects, at the sales stage, come to expect that a salesperson will probably talk at them, for too long and about very little, especially their needs. You want to do the unexpected with your prospects and sell not tell. Do remember that customers and prospects are most comfortable when they are part of the process and not part of the audience.
Listen
If you are talking you are not listening! If you do not listen you will never find out enough information about the prospect or their needs. Apply the 80/20 rule, you should use questioning techniques so that the prospect is doing 80% of the talking and you are only doing 20%.God provided us with two ears and only one mouth and we should use them in that order.
Uncover Needs, Painlessly
Rarely do you receive information unless you ask for it. You need information to sell your services or products and look for future sales possibilities. Skilful questioning means that you do not seem to be imposing on the prospect by aski
Creativity can be defined as problem identification and idea generation whilst innovation can be defined as idea selection, development and commercialisation.There are other useful definitions in this field, for example, creativity can be defined as consisting of a number of ideas, a number of diverse ideas and a number of novel ideas.There are distinct processes that enhance problem identification and idea generation and, similarly, distinct processes that enhance idea selection, development and commercialisation. Whilst there is no sure fire route to commercial success, these processes improve the probability that good ideas will be generated and selected and that investment in developing and commercialising those ideas will not be wasted.Specialisation versus GeneralisationOne of the topics often debated is the benefit of specialisation over generalisation. To consis
Listen
If you are talking you are not listening! If you do not listen you will never find out enough information about the prospect or their needs. Apply the 80/20 rule, you should use questioning techniques so that the prospect is doing 80% of the talking and you are only doing 20%.God provided us with two ears and only one mouth and we should use them in that order.
Uncover Needs, Painlessly
Rarely do you receive information unless you ask for it. You need information to sell your services or products and look for future sales possibilities. Skilful questioning means that you do not seem to be imposing on the prospect by aski
Are you selling goods or services to companies in other countries? Although expanding your company beyond your national borders is very exciting and profitable, it will also subject you to the payment habits of your foreign customers. Many times, customers can take as long as 60 days to pay for their goods. Although large export companies can wait that long to get paid, most small and medium sized businesses can't. This creates a cash flow problem.Of course, you can always ask your customers to pay you immediately by bank wire as soon as the invoice is presented. However, few customers will abide by that request and you risk loosing business to the competition.Going to the bank to get a business loan or bridge financing may help, if your business is established, can provide three years of financial statements and if your personal credit is stellar. But, what if you don't meet banking criter
Listen
If you are talking you are not listening! If you do not listen you will never find out enough information about the prospect or their needs. Apply the 80/20 rule, you should use questioning techniques so that the prospect is doing 80% of the talking and you are only doing 20%.God provided us with two ears and only one mouth and we should use them in that order.
Uncover Needs, Painlessly
Rarely do you receive information unless you ask for it. You need information to sell your services or products and look for future sales possibilities. Skilful questioning means that you do not seem to be imposing on the prospect by aski
Last week I blogged about a StatsCanada report that noted that the participation rate of women in the workforce was declining, which is a sudden reversal of a decades long trend. This trend was sharpest in Alberta and StatsCanada opined that the availability of day care spaces for children may have been a contributing factor.The Montreal Gazette is carrying an article today that reports that Quebec women are actually increasing labour force participation rates and provides a couple of possible explanations as to why women in other provinces are choosing to leave the workforce.…while the percentage of working-age Canadian women in the job market — their participation rate — began to fall only last year, it has been dropping in the U.S. since the late 1990s. Some American observers attribute the phenomenon to a new wave of social conservatism. It’s unclear if this might be a factor in Alberta
Uncover Needs, Painlessly
Rarely do you receive information unless you ask for it. You need information to sell your services or products and look for future sales possibilities. Skilful questioning means that you do not seem to be imposing on the prospect by asking too many questions.
Maintain Control
Using questioning techniques you can control the prospect in almost any given situation. You can guide the prospect towards acceptance of your solution. Should you need to, you can use questioning techniques to regain control.
Probably the single most important skill that a salesperson can possess is good questioning techniques and it is certainly one of the most under estimated and under used selling skills. Several other sales techniques also rely heavily on your ability to ask questions effectively.
Types Of Questions:
There are basically two types of questions, open and closed (sometimes called indirect and direct). Open questions are used to get people to open up and provide information whilst closed questions are used to solicit commitment and will prompt a yes or no answer.
Once again our 80/20 rule comes into play. You should analyse your questioning so as to make sure that you ask 80% open and 20% closed questions.
Unfortunately closed questions are easier to ask and if we have a compliant client, we lapse into the bad habit of reversing the 80/20 rule and asking mainly closed questions. When you ask closed questions, even with the compliant client, you are doing yourself a great disservice. It will be as much by luck as by judgement that you are getting any information at all and what you do find out will be limited.
Once the art of asking open questions is mastered, we take the types of questions and expand and define them a little furt
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