Jul 11, 20218:15 PM - edited Aug 12, 202110:52 AM
Inbound Professor
How do you align with your target buyers?
Most sales teams understand that it's important to focus on the buyer's needs, but the pressures of being a salesperson make it easy to forget and instead focus on closing the deal. How do you keep your buyer at the heart of your sales process? Share your ideas in the comments below!
100% agree - it MUST be their needs/wants BEFORE you can attempt to show how your products & services can benefit their business. True story - as I walked into a local store I was pitched the features of a (impressive looking!) lawnmower. Being polite and in sales I listened. Never going to be a sale as i lived in a first floor flat - with no grass!
It's an excellent read, and raises a lot of good points. I like it a lot. The only thing that could maybe be improved upon is the line length, which is a bit long for my personal preference. For example:
If you want more sales, make each prospect and customer the hero of his or her buying journey. Prioritize the relationship, connect and empathize, identify
By making sure that they're asking the real questions when it comes to finding the right leads. We're offering a solution to a client's pain, and much like real-life doctors, we need to keep our focus on our patients and being useful to them. From diagnostics to treatment (our service), our motivation is to help because our help is what we're selling.
I reinforce the premise that my role is a Trusted Advisor bringing education, knowledge and experience to the conversation (aka value). The objective is to be percieved as an extension of the prospect's Business and IT teams.
I always teach my teach to use a consultative approach and before pitching anything at all do a decent fact find, ask at least 3 questions and build a conversation to truly understand customer's needs first. Only then go in with a tailored pitch based on the needs you learned
To keep the buyer at the heart of the sales process, we need to approach the client as more of a consultant who is looking to partner with them and help them resolve or remove their pain points. Their barriers to achieving their strategic goals.