One of the biggest frustrations for sales managers today. Is their sales reps’ apparent inability to connect the business value of. Their solutions to the business problems of their potential customers. This is not a new phenomenon – we have been struggling with it for years. We can find an explanation in research. Reported by corporate visions that the average business executive is at least 4 times. More interested in business information than product features. While the average salesperson is 4 times more confident when he talks about. His offers than the business challenges of his clients. The problem is amplified by the habit of the average salesperson presenting. Their solution the moment the customer recognizes a need. Rather than continuing to educate themselves about the problem and its implications.
High Achievers Know Best So How Does
High achievers know best. So how does their behavior differ? The most obvious characteristic of top salespeople is that they have learned to stay with the problem and are able to avoid the Ivory Coast WhatsApp Number List itch of presenting their solution. They know it’s much harder to get back to the discovery process once they’ve succumbed to what Mike Bosworth, author of Solution Selling, calls “premature elaboration.” stay with the problem Staying with the problem takes patience, discipline, and a certain amount of self-confidence. It’s about taking our client through a step-by-step discovery process that builds the cost and consequences of the problem (and the risks of sticking to the status quo) before establishing the value of our solution.
It Recognizes That We Need to Make
It recognizes that we need to make sure the customer is persuaded of the need for change before we can hope to make the case for investment in our solution, and it’s a journey that includes six key steps.  Understanding their problems We must start by understanding the trends, opportunities and threats facing our clients’ businesses. Before our initial conversation with them, we need to invest in understanding the trends, opportunities, and threats faced by similar people in similar organizations. In addition to developing effective questioning techniques, we must have the confidence to introduce issues that they may not have recognized yet, but which have the potential to be highly relevant to them. We need to have stories handy of how we’ve helped other similar organizations solve these problems