| Computers have become one of the most popular | | | | email. When I say this, please don't think that if a |
| consumer products in the developed world with millions | | | | customer genuinely wants the fastest machine |
| of new computers sold each month. One of the | | | | available that I won't suggest they go for it. Rather I |
| interesting things about this statistic, is that regardless | | | | attempt to qualify their statement to understand if they |
| of how popular computers have become, the average | | | | really want the fastest system or some thing that is |
| computer buyer knows little about what they should be | | | | faster than their 7 year old Celeron with 256MB of |
| looking for in a new computer and can be quite | | | | RAM. |
| intimidated when shopping for a new desktop | | | | 3. Identify what features are most important to the |
| computer or laptop. It is because of this that the | | | | customer. You may have noticed that this question is |
| average computer buyer looks to the advice of their | | | | left until after the first two. If a customer knows very |
| local computer retailer to steer them in the direction of | | | | little about computers, it is often the first two questions |
| a system that will suit their needs. | | | | that will give you the best insight into what they are |
| When charged with role of helping your customer | | | | really looking for. The purpose of asking this question is |
| choose a computer system that will best fit their | | | | to discover any other important features that may not |
| needs and budget it is important to accurately | | | | have been identified and also to verify the importance |
| determine what the computer will be used for, why | | | | of features you will have already deduced from the |
| they are looking to buy a new computer and what | | | | previous questions asked. |
| features will be of value. Here are the steps that I | | | | 4. Ask the customer what budget they have. |
| recommend to help the computer sales professional | | | | Sometimes people are looking to spend the least to |
| quickly identify a computer system that will offer the | | | | get exactly what they want whilst others are looking |
| best value to a customer. | | | | for the best they can get for the budget they have to |
| 1. Determine why the customer is buying a new | | | | spend. There a high performance computers for $1000 |
| computer. Often the customer will be replacing an | | | | and high performance computers for $2000, asking |
| existing computer that they find slow or one that can't | | | | the customer if they have a budget in mind will help |
| run the software they wish to use. In a situation where | | | | you to steer them in the right direction. |
| the customer is unhappy with the performance of their | | | | A good computer sales professional asks questions |
| existing computer, by asking this question you can | | | | before they start explaining to the customer the |
| determine that performance will be a key feature they | | | | differences between computer A and computer B. |
| are looking for in a new system. | | | | Asking information gathering questions like those |
| 2. Ask the customer what they will be using the | | | | above not only helps you to recommend a suitable |
| computer for. I have lost track of the number of times I | | | | computer system, it also makes the customer feel that |
| have had to suggest to a customer that going for the | | | | they are being given sound advice and can improve |
| fastest machine available may not be such a good | | | | the chance of a sale being made. |
| idea if all they are going to use it for is internet and | | | | |