If you want to earn a buyer’s business, you need to know the ins and outs of their current state. This is where they are, with all of the facts, problems, desires, worries, and motivations they currently have. As a salesperson, understanding this current state is key to positioning your product or service as the bridge to their ideal future state. The best B2B and SaaS sales training can teach you how to explore the details of the current state. Here are four areas you need to know about your customer and their current state to help you move through the sales process.
The Physical Facts
The first details you should discover about your prospect’s current state are the cold hard facts about their business. You need to understand how their company operates, what they specialize in, and their plans for the future. The best virtual sales training will teach you how to learn and understand these facts so you can enter the meeting as an educated seller ready to help diagnose their problems. This is like when you go to the doctor, and they take all of your vitals and perform a basic checkup. They check your heart rate, blood pressure, and other vital signs to understand the baseline of your current state before moving forward.
Problems
Now that you understand the basic facts of the situation, you can move to diagnosing and understanding the customer’s problem. Your product or service must solve a defined and measurable problem; otherwise, they won’t see any value in purchasing from you. Look for something that you can fix. Organizational structures, current culture, daily processes, and team member satisfaction are all problems that can be addressed. This is like when the doctor moves on to a more specific part of the appointment. They ask you what brought you in and then go through your list of symptoms so they can better understand the impact these problems have on your life.
Impact
Knowing the surface-level issues is fine, but you must understand the impact of these problems if you want to land the sale. Maybe their problem is a sales recording process that takes two hours every day. Add this up, and the impact is huge. They waste time, lose out on new deals, and make tons of errors that cost them even more, all because of one problem. This is the impact. This is much like when a doctor discovers your problem’s impact on your everyday life. A swollen knee makes it hard to walk. Stomach problems make eating impossible. So the impact is you are stuck on the couch or going hungry all day. Armed with this information, they’re in a better position to help.
Root Causes
Finally, you can get to one of the essential parts of the current state: The root cause of the problem. This is the reason for the problem that you or your product should be able to fix. The root cause can be anything from outdated software to unknowledgeable team members. Once you understand the root cause, you can position your product to solve this issue. Problems can disappear as you address the root cause, and the old impacts can go from negative to positive. Back to the doctor example, this is when they finally diagnose you. Whether they opt for surgery or some prescription medicine, they know what is causing your problems and can fix it. With any luck, their solution bridges the gap between your current state and future state, leaving you in better shape than before. You should do the same for your buyers.
About A Sales Growth Company
The sales world has evolved since the 50s and 60s, so why are you still using archaic sales techniques? A Sales Growth Company looks to change that. They can help you modernize your team’s sales methodologies. They designed their B2B sales training around the Gap Selling method, a revolutionary way to approach sales, focusing on the most important aspects of the selling process. From objection handling in sales to ditching product-centric selling, it’s time to improve your sales numbers with training from A Sales Growth Company. Diagnose the root cause of your selling problems and transform your team from top to bottom with A Sales Growth Company.
Learn how to understand your customer’s current state at https://salesgrowth.com/
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