Oftentimes, it can be quite difficult to discover the core challenges of prospects because these could be covered by superficial reasons that the real problem remains unknown to you. Failing to unearth their core challenges would mean failing to build trust with your customers and this equates to poor closes and poor sales.
So how do you really dig deeper into your prospects’ core challenges?
I’m bringing in Michael Mason on the show today to talk about this. Michael is an inside sales trainer for Avaya, a company that specializes in business communication solutions to help businesses better communicate both internally and with their customers. Michael specifically focuses on sales training, product training, and systems training. Michael is also the host of Smart Sales Pro Podcast where he talks and educates people about sales, specifically giving them tools, resources, and access to relevant information to help them become elite sales professionals.
Here are the highlights of my conversation with Michael:
Reasons many sellers find it difficult to get access to the prospect’s core challenge:
How to think like a customer:
Go to their website or check out their social media to gather intelligence on your potential customer before you give them a call to give you a glimpse of what they’re thinking.
Tell them stories. Take into consideration the service or solution you provide and look for a place where you can apply that product, service, or solution where those common challenges are.
This will open up more doors of opportunity and conversations.
Types of questions sellers should be asking to get prospects to open up even better:
Situational questions – fact finding questions
Problem questions – challenges, problems, and difficulties they’re currently facing in their business
Implication questions – what’s the impact or outcome if they don’t make any changes to those issues
Needs payoff questions – getting them to tell you what the benefits are of making these changes
Some insights into closing a sale:
More strategies to help you in your sales process:
Michael’s Major Takeaway:
Learn more. Earn more. Become an expert. Always be learning. Always be looking for an advantage. Never give up. Continue to work on you attempts to becoming an elite sales professional. You will become an expert the more you continue to learn.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.