The Specification Stage: An Introduction To Sales

The Specification stage is the next step that the author offers. Basically, at this stage the salesperson needs to be specific and about the actual service or product he or she is offering. Providing the customer with details about what it does, how it can help meet his or her needs, and at what cost. Additionally, the seller should ask the buyer what are the specifications of the product that he or she is wanting to purchase. Also, at this stage, the salesperson needs to somehow measure the benefits of the product or service offer to give the customer an idea of the potential results he or she would expect after the purchase. Then, at this point, the seller needs to make sure to gain commitment from the consumer about the specifications already …show more content…
This is escribed by the author of the book as the Solution stage. It is very similar to the closing practices learned in class. Basically, this is the stage where the author places implication questions covered in the SPIN process introduced in the class. This kind of questions enable the salesperson to gain further commitment from the prospect. Also, this is where the author recommends to offer a solution to the buyer by summarizing how the service or product offered will solve most or all of the problems found in the previous stages. This is part of what was covered in class about implication questions and about how they can help you gain more commitment from the prospect by asking these kind of closed …show more content…
The author divides the closing process in four steps, which include confirm benefits, ask for commitment, discuss logistics, and reassure the customer. The first process involves summarizing the benefits while asking for their commitment. Secondly, the seller would move to asking the buyer to commit to place an order. Thirdly, the seller must discuss delivery, details about the order, and follow-up. Finally, the author suggests that the salesperson needs to reassure to the customer that they made the correct decision by summarizing the benefits gained after placing the order. The author argues that customers go through a phase where they would reconsider the decision they just made. And, it is extremely important for a salesperson to be there to answer any further questions they may have and to reassuring them that they made the correct decision. This is similar to the process introduced by the class. It reflects the idea that the seller must summarize the solutions to the problems and then ask for a commitment. And finally, offer commitment to help the customer implement the service or product and encourage the buyer to contact them if any other concerns emerge in the