Tuesday, 5 May 2015

Linking the questions you ask your Apple customers

In our last Apple post we gave you some suggestions as to what questions you can ask your customers to unlock further conversations, creating potential for a larger sales. This week we want to explore customer profiling a little more and give you something you can try out straight away with your customers.

Profiling your customers might be an approach that is completely alien to you or it maybe something at which you have become somewhat of an expert. Either way, our vision at Westcoast is to bring our customers together to collaborate on what those techniques may look like. Try new methods out. Share successes and challenges. But most of all, join us in becoming the experts in selling Apple Solutions.

We want to give you something you can try
out straight away with your customers.
We recommend remembering the process we call
This is the process by which you determine your customers current situation, background, aims, pains and business needs. The result gives you a crystal clear understanding of who it is you are talking to.
You must ask the relevant questions in order to understand who you are talking to, what role does that person play and what is the environment for the company.

The idea behind using CHAIN is that by linking the the questions you ask your customer, you will start to…
build a solid foundation to understanding what
the full solution for that customer may be.
Here is the CHAIN model:
CURRENT SITUATION – what is their technical situation as it currently stands?

HISTORY – what is their company background?

AIMS – what is the purpose of the purchase? ISSUES – what problem is this purchase trying to fix?

NEEDS OF THE BUSINESS – what overall business need is this in response to?

A full Apple solutions goes beyond the the Apple Products themselves.We want to share with you what we do to uncover the solution. By doing this the customer benefits and you benefit by selling more products and services.

Next time we will to share with you some examples of solutions that could come from a sales conversation structured around CHAIN.

Until then we would love to know how you get on with trying this out.


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