04 Aug 2020|Noida | Amity University, Noida
Sell through Soul
![]()
A webinar on "Sell through Soul" was conducted by Mr Purna Chandra Acharya - Branch Head - Watertec India Pvt Ltd. He shared with students what buying meant and when does one buy. He averred that M – Money; A-Authority and N-Need (MAN) decides the buying call for a customer. For selling to a customer, it’s important their affordability and needs are understood by asking questions about ‘SOUL’. He added that many times the need is created by the seller even if the customer doesn’t want it. He further shared that features, advantages and benefits are sold by the seller also known as the FAB method.
Mr. Chandra stated the four types of questions needed to be asked for closing the sale. He shared that successful salespeople ask certain types of questions and often in a particular sequence including Situation, Obstacle, Upshot and Longing for solution. Situational questions are of more benefit to the seller and not the buyer. Obstacle questions ask about the difficulties and dissatisfaction the buyer is experiencing and focus the buyer on this pain while clarifying the problem. They give rise to Implied Needs which are the raw material for Upshot Questions that discuss the effects of the problem and develop the seriousness of the problem to increase the buyer’s motivation to change. These questions are the most powerful sales questions. Finally, Longing for a Solution get the buyer to tell you about their explicit needs and the benefits a sellers solutions offer. These questions ask about the value importance or usefulness of a solution.