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!
I always try to think from their side first — like what’s actually going on in their life or business. Instead of pushing the product, I ask questions and just listen. If I understand their real problem, it’s way easier to offer something that actually helps.
I just want to say that its very common for sales people to think firstly about their own interest (selling + commissions). Advising and digging deep on the needs of the prospect is not done that thoroughly and later on in the project or service this is obvious to everybody.
We talk to clients as consultants and product experts rather than sales reps - our main goal is to understand the client's needs and pain points, then, if we're able to help them with that, explain how we can do that.
One thing that’s helped our team stay aligned with buyers was we flipped our sales stages to buyer-verifiable milestones instead of internal ones. It changed everything. Reps now think in terms of “What does the buyer need next?” rather than “How do I move this to stage 3?” We also made a simple rule: value before ask. No outreach without offering a useful POV, insight, or tool that helps the buyer move forward. When you respect their journey, you earn the right to guide it.
That's what I focus on from the very first point of contact with potential buyers. Through active listening and providing relevant value, there is an increased chance for these prospects to be more interested in what solution you want to provide, not just the product/service we're selling.
Great point! Building genuine relationships and truly listening to the buyer’s needs can make all the difference. When you solve their problems, the sales follow naturally!
In my yoga-for-golf coaching business, I focus on aligning with my clients by first understanding their specific goals in both golf and fitness. I help them see how improved flexibility and mobility directly impact their swing, allowing them to play better and avoid common aches and stiffness. Once we establish their objectives, I demonstrate how our sessions will target key areas to enhance their performance. I also provide a clear plan outlining the steps we’ll take, the expected results, and the cost, ensuring they feel confident and motivated in their journey.
I would focus on the customer's specific needs and provide expert consultation by offering detailed and relevant information. From what I've learned, the team's role is to treat every customer like a VIP by personalizing every presentation and catering it to the buyers in the room. This approach leads to better engagement and ensures the information is tailored to the audience you're speaking to.
To align with the target buyer I should focus what the customer wants from his/her desired product it's specifications may it be design in price or any other aspect. If you know the consumer behaviour or the question he/she will ask you or the salesperson it becomes easier to cater their needs .
I really like what I have learned from courses and reality work I am doing. Focus on adding the value to my prospect is the most important thing to aline with my target buyers, It is very personalize shwocase for the buyer of what I can help and support to overcome and make them successful!
Aligning with target buyers involves understanding their needs, preferences, and pain points. This can be achieved by creating detailed buyer personas, crafting a clear value proposition, and tailoring messaging to address their specific challenges. Providing relevant content, engaging on the right platforms, and regularly gathering feedback helps ensure your approach resonates with buyers. By aligning your strategy with their needs, you build stronger connections and improve sales outcomes.
The idea that we won't conduct any business unless it directly benefits the buying party is a great way to think about a sale. We need to keep in mind that we sell to help other people conduct their business better, no matter what it is we're selling.
Such a good point! It’s so easy to get caught up in hitting quotas that you forget the buyer’s perspective. I think the key is active listening and asking the right questions to really understand their pain points. Plus, tailoring your pitch to their needs instead of going with a one-size-fits-all approach makes a huge difference.
There are a couple of books I recommend to read related to prospecting and sales - Discovery Phase - questions to ask - Fanatical Prospecting - Jeb Blount
and Discover- questions get you connected by Deb Calvert.
In order to align with buyers smoothly during the sales process, and meet their needs effectively without any friction or obstacles, involves in the exchange of information and services. By making the buying process easier with flexible choices and adaptable payment options and continuously seeking feedback for enhancements, design a purchasing experience that is seamless and effective while fostering long term trust thus facilitating customers in reaching their objectives effortlessly.
A good current process mapping needs to take place, and an open observationand discussion with the Sales Reps account status (learning from wins and losses). Than, a simplification of every step (friction removal) and a customer centric dialogue could be adopted for every single step of the process.
You need to ask questions having a discovery call before doing the presentation, meaning understanding the needs/ challneges/ goals the customer has together with startegy/ methods are used to achieve those goals and concenrns your customer have using this strategy. After that, you explain/ share your concept how you are going to help the customer achieve those goals and educating the customer. Keep in mind you have 2 ears and juts 1 mouth 😄 ask more questions and keep in mind presenting is not the same that selling.
I couldn't agree more. I feel like when training new salespeople they want to talk 70% of the time when they should be listening 70% of the time. It's important to remember the two ears one mouth fact.
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