You have ‘the ideal solution’ and you cannot wait to tell the buyer about it. Don’t! You will get your chance later, first you must focus on what the buyer wants to achieve. You must address the buyer’s needs first and only then offer solutions. If a salesperson wants to sell their solution they must [...]
Salespeople spend nine-times longer talking about their solutions and companies than about the needs of the buyer. This means they are up to nine-times more likely to get it wrong. How do you know if you are more focused on the buyer’s needs rather than your solution? Review the language you use in sales pitches, [...]
We made a note overleaf of some of the best questions salespeople employ to really understand the needs of the buyer. Which ones are most relevant to you and your team? 1. What do you (the buyer) want to achieve? What does the company want to achieve? What are the key business drivers in this [...]
What is it going to take to win over increasingly demanding and budget strapped buyers? Well, here is a step by step formula: 1. Go beyond features to benefits and then keep on going… Go beyond features to benefits and then keep on going. That is because buyers are not as impressed by benefits lists [...]
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