Because listening is hard work. When you feel the time is right, change the tone and get down to business. Gathering At this point, you ve decided that it s time to get down to business. There are many acceptable variations. The objective of the information-gathering phase of the sales call is to gain knowledge about the client s situation and identify his or her hot buttons and quantify them.
Hot buttons are the key to persuasive selling.
These buttons are rarely obvious. Sometimes it s like trying to find a needle in a haystack. The problem is, if you haven t discovered the hot buttons and quantified them by the time you attempt to close, you ll have a difficult time motivating your client into making a commitment. To gain knowledge, your investigation needs to uncover your client s problems. Resolve that both you and your client know what is causing the problem.