How do you shift customer conversations to a strategic level? There is no silver bullet, instead this requires hard work and focus on the customer’s success.
Customers are after new information they cannot find themselves and is relevant to their situation and challenges. They are hungry for insights, for new ideas that can take their business results to the next level. Leading your customer conversations with your products and services is not meeting these expectations. So, why are so many salespeople continue to talk about their products and services, persuading their supremacy versus the current supplier, without delivering any insight?
The customer’s success, is your success. It sounds like a cliche, but how do top salespeople manage to put this is great practice?
What is the difference in using the good old consultative approach followed by Features, Advantages and Benefits versus Insight Selling? What, if used very well, is the power of Insight Selling?
Read on to face the truth of what buyers really are thinking and how we need to adopt the way we sell to meet the buyers’new expectations.
New insights how buyers think about their status quo and your offer.
A change is happening in sales. In the next evolutionary step sales understand better where the customer is in their buying process so they can lead with relevant insights changing the buyer’s perspective on their current situation with challenges and future situation as a desired outcome.
Sales execs must take the role facilitating customers as they navigate the buying process using insights to help customers overcome or avoid obstacles they may not anticipate on their own
Changes are happening right now in sales. And it is not about the newest sales process. It’s about changes that are happening around you in the business world. And it does require you to change the way you sell. What is going on? And where are you on the Change Curve?
Today, most companies are making decisions based on a consensus of the stakeholders affected by a change of supplier. This is different from the past and requires new selling skills.
Having the best product, the best solution and the best price doesn’t always turn into a sale. Buyers are looking also what you are bringing to the table. If in the customer’s eyes everything is equal, you become the differentiator.
Put yourself in the customers shoes when you call for a meeting. What do they think? Reverse-engineer that process and discover an approach that works for them!
Here are some interesting statistics you may or may not have read before. 57% of the typical purchase is made before a customer talks to a supplier – 2011, Corporate Executive Board SiriusDecisions reports that 70% of the buying process …