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!
To align with buyers it in important to identify their needs through intercoomunication. Using questions and dialogues to uncover their needs, wants and worries and their personal perspective on the matter.
Ask questions about their goals and the roadbloacks that prevent them from reaching that goal. Once challenges are identified algin with the prospect on the solutions that would help them achieve their goal. Often sharing struggles of other companies is helpful for them as they do not feel alone in the challenges. Also, knowing we have solve the issues for others, can give alignment that our solutions will in fact help their company.
Identify the main cause of pain through interaction with your target buyers,
after realization of the major causes of discomfort, tweak the product or offer another product to serve the purpose the target buyer relayed to you, listen, listen and always listen, sometimes all the customer wants is an attentive ear rather than a product and having satisfied the customer heart he may use the product as more lead for your business
1. LISTEN. Use some basic questions to guide, but you need to shut up and listen.
2. TAKE NOTES.I have not run into one person who was irritated that I was taking notes while we spoke about the topic at hand. Why have to go back and ask follow-up questions that you could have jotted down in real time?
3. USE YOUR TEAMS.So many sales people are know-it-alls and feel that they need to pretend like they alone are the go-to. Whether it's the CSR who has been there for 10+ years, the R&D group, the receptionist... use your people. It's ok to tell a prospect "that's a good question, I don't know. I'll find out for you!"... just be sure to actually follow through. You are there to build a lasting relationship built on trust.
I think in the light of significant information gained about the buyer the salesperson should watch out for every cue from the target customer and improvise the value being provided in the light of such insights. The salesperson should micro personalise his talk in the light of the service or product offered and approach only to super alleviate the customer's painpoint. Then there is no need to close the deal. The ball is then in the salesperson's court. Bu then to be intuitively alert to spot the first opportunity for personalisation is going to be every salesperson's challenge
The hardest part about this is context so what helped me out a lot is before we propspect anything or even reach out we try to adjust the offer or personalize it some more to that buyer so it aligns but if we don't have time what we do is a mass scan of the entire business and pause until further notice to make sure
The first step should be talking to your customers and to the sales reps that have supported them through a buying journey. Also, let's not forget talking to your own post-sales support and customer services folks too. They often have a different (and sometimes more realistic) view of what makes a customer happy, as they are perhaps more likely to get less guarded feedback from customers compared to salespeople, who as we have discussed might suffer more from their prospects and customers being more suspicious of their motives.
As sales reps, need to know more and understand what customer's needs from our products. We can ask their previous experiences with other products or their experienced/ feedback about our products
I always ask my clients what their customers' experiences are and why they are looking for change. Then I help create a solution that improves on the experience while solving any pain points they came to me with.
