Jul 11, 20218:15 PM - edited Aug 12, 202110:52 AM
HubSpot Employee
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!
As the saying goes, customer is King. Here, the buyer is. Make them realize and understand that you are there to help them grow their kingdom. Your solutions will pave a smooth way for coming years, providing them with more clarity to focus on the bigger picture.
By being an advocate for their success, rather than a salesperson. Listening, making sure their grievances are being heard and understood, and guiding them to the best possible solution for them.
By catering each step in your presentation and solution to their needs. Each customer is different, so cater to their wants and needs to truly be the best fit for them
The only time to talk about yourself is when the buyer wants to know why they should buy from you rather than your competitors. Understand who your customer is and where they are coming from (demand); analyse to find a solution to their issues (supply) and find the common ground to move forward together (that magic point on the supply/demand chart that indicates that supply meets demand and everyone comes away satisfied).
While I keep the need of various buyers in mind, I am always focusing on the particular buyers need as it can be very different than the others that I am familiar with. Their need will help me uncover more folks with the same need perhaps, and build out additonal buyer profiles.
NEVER talk about yourself - the conversation needs to be customer-centric always. Ask questions that identify the buyer's intent and get a full understanding of the why. Once you understand the why, then you can talk about the how. Once you talk through the how, you can talk about the what (your company).
first you have to understand where they coming from hear them out analyze and know their needs. From there you will now know where and how to tailor make your presentation.
Having a great rapport with your customer is extremely important. From the very begining you should be confident in discussing anything with them. Treat them like they are of the value to which you need, not want.
I believe it is most-helpful to set an example early in the call. The first impression isn't everything for everyone but for some, it is highly-valued. For example: An influential person wants to share what they think, what they have going on, right away. Ask questions and ask follow-up 'deeper' questions when that person offers you free information. You may not have the opportunity to even demonstrate what you are offering during a long call. This is a demonstration of aligning with the needs of that customer. A salesperson can spend 10X longer just trying to reach someone or performing administrative tasks vs. an effective call with a talkative person. Let it be and enjoy the connection then make the sale.
I use the S.A.L.E.S process. (Smile - meaning have a great introduction and build a rapport before diving in to your pitch. Make sure you are representing your "brand" as a professional with integrity and trust, open approach. A - Ask - ask all the questions you need - what is prompting you to look for a CRM - Current ideas, goals, pain points etc..) E- EDUCATE - answers to what they told you in the Ask Phase - ensure they understand all there is to know about the platform that will solve their needs. S - Sell - this is the proposal and quote phase. You can look at the process as a circle as you may have to ask more questions and educate more as you move through the quote/proposal phase. Finally - Ask for the PO!
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