Whether you’re talking to an associate or CEO of a multinational corporation, you need to know how to demonstrate your credibility and asking superficial, surface-level questions is NOT the way to do it. Surface-level, superficial questions just waste your prospects time. If you’re asking surface-level questions about their role, the number of employees, etc. that’s exactly what you’re doing. When buyers feel you’re wasting your time, they ghost you or put up false excuses to keep from engaging with you.
Great SaaS sales training programs will teach you how to quickly identify the critical problems customers are facing in order to help them solve them. Before you choose a training program, there are a couple of ideas to consider. Here are two things you can do to quickly demonstrate to a potential buyer that you’re worth their time.
Demonstrate Credibility by Diagnosing Their Business Problems
You can’t go into a sales call and ask the potential buyer what problems they face. That’s lazy and requires them to have a deep understanding of what their problems are, and many people don’t. In addition, most buyers will just default to, “We don’t have any.” The key is to have an understanding of what problems they may struggle with BEFORE you engage with a buyer. You should have a roadmap in your head of where you should be looking for problems based on what you sell. Secondly, once you identify a problem, you need to go deeper. You need to find the root causes to the problems and the impacts the problems are having on the organization. It’s this deeper dive that endears you to customers.
Imagine you’re hiring an office cleaning company. If they come to the table and ask, “What do you need from us?” are you going to listen to the rest of their pitch? Of course not! Obviously, you need someone to clean the office, but why should you hire them?
However, if they ask you, “Do your employees spend too much time cleaning up the breakroom?” or “Do you have to take out the trash yourself when a company only cleans once a week?” you’re more interested in what they have to sell. They have proven they understand not only your basic problems (needing someone to clean the office) but also the issues with your current cleaning company (you’re having to do their job for them). You should do the same with prospective clients. Skip the obvious questions and dive deeper into the factors that might make a prospect realize they have a problem that needs to be fixed.
Show Them Their Ideal Future State
Now that you’ve diagnosed their problems, it’s time to prove you can solve them. This strategy of demonstrating a future state is used in advertisements all the time, and you can see it everywhere: toothpaste commercials, lawn care services, etc. They all want you to know what happens after you use their service and convince you that you can’t live life without this picture-perfect future state. If you can effectively build credibility with your prospect, you can sell them this same future state.
Take the cleaning company from before. You handle 20 different buildings, and you need someone new to clean them all. Well, after hearing the problems you’re dealing with (having to take out the trash, too much wasted time cleaning the breakroom), the cleaning company shows you two pictures. The first picture is your office on a Monday after your current cleaners have been through. Then, you see the second picture. This office looks immensely cleaner. They tell you that you won’t have to deal with full trash cans, dirty breakrooms, or dusty desks anymore. Not only will you have a cleaner office, but you and your employees will save time picking up after the cleaning crew. And this reminds you that because they won’t be wasting time cleaning up, the management reports won’t be late anymore either.
Not only does this draw interest, but it also helps with objection handling in sales, because your recommended solution is a perfect customized solution. There is nothing to object to. This is how you build credibility.
About A Sales Growth Company
While the world evolves and moves forward, salespeople stuck in the previous century are struggling to keep up. Sales training programs developed in the ’50 and ‘60s just don’t cut it anymore. A Sales Growth Company has changed the game of selling and gives your team the chance to modernize its selling approach. Their training focuses on the Gap Selling method, a revolutionary way to approach sales. They challenge outdated sales methodologies and can transform your sales team by getting to the root of your sales problems. A Sales Growth Company helps in every area of the process, from objection handling in sales to ditching product-centric selling. They bring your team into the 21st century. Whether your sales cycles are too long or your average sale price is dropping, A Sales Growth Company can help you build a winning sales culture.
Learn more about demonstrating credibility at https://salesgrowth.com/
Original Source: https://bit.ly/3Bn5Fr9
