Learn how to identify what your customer's true issues are and the impact they are having.
- Have you ever been in a conversation with a salesperson where you were amazed at just how focus they were on the product without really the slightest desire to understand what you really needed? I had this happen to me a couple of weeks ago. A salesperson who is selling software made a call on me. He started off right out of the gate, telling me how great their system was, and how other clients were just raving about them. 20 minutes later, I was bored, and he hadn't even asked me one question about my business. When it comes to understanding the customer's issues, there are two basic points of reference. The first point is derive from the research you do prior to the meeting where you have a pretty good idea of what the customer issues are. The second area of reference is when you uncover the issues while you're actually meeting with a customer. The pitfall many sales professionals fall into is thinking they know what the customer's issues are before they arrive and then spending their time trying to convince the customer why their solution solves the problem. The key is to understand the customer's issues through their lens, not yours. The only way to do this is to ask experiential questions that allow the customer to really dig deep into their issues. If I were the software salesperson I mentioned earlier, here would be a great question to get the ball rolling. "Jeff, in your experience as a business owner, "what type of activities do you personally spend "in a given week that are focused "on new-business acquisition?" Now, notice the question wasn't directly related to his product. By asking me what activities I personally spend on sales, this salesperson is allowing me to elaborate on how I gain new customers. How I answer that question will give him vast amounts of potential gaps in my process that his software can eventually help with. Now, let me introduce you to the easiest yet most powerful framework under the sun that will help you navigate this crucial sales success area. It's called The Four I's. The first I is to uncover the issue. If there's more than one issue, it's very important to help the customer prioritize them. That way, you can address the most urgent issues. The second I to identify is the impact the issue is having on the customer. This is where you will quantify the problem. If you fail to quantify the problem, then the customer won't have a relative comparison to value when you reveal the price of your solution. For example, if the aforementioned CRM software shown to help convert 20% more customers per week and I see on average 10 prospects per week, then the solution will help me gain two additional new customers per week. Now if each customer is worth on average, let's say, $2000 to me, then I will $4000 in new business each week, or $16,000 each month just by using this software. Now you can see how important quantifying the issue is. The third I is invasiveness. This is really a subset of impact, but reaches across the customer's organization and looks for the broader impact the issue may have. The final I is iceberg. This is the giant barrier that has prevented the customer from solving the problem prior to your meeting. Generally speaking, icebergs tend to be knowledge, time, and/or budget, or money. By addressing this area, you will reveal any potential objections the customer may have as to what will prevent them from moving forward with your solution. So let's put it all together so you can see the implications of how effective the framework can be. You have uncovered the main issue which is the lack of new customer growth. You have determined that each new customer is worth $2000 to your customer so the impact has been quantified. You have discussed the implications of what could potentially happen if your customer fails to gain new business like the layoffs, et cetera. And you realize through your questions that this customer simply didn't have the knowledge to solve this problem with a solution like your software. You have essentially framed up the problem in the mind of the customer as a $16,000 per month issue where your software system is only $900 per month at full list price. Now, if you were the customer, would you pay $900 per month to gain $16,000 in new business, where do I sign, right? Asking insightful questions focuses on the customer's issues and utilizing The Four I's framework will position you perfectly as a trusted advisor who is ready to help solve the customer's problem.
- Describe the overall phases of a sales process.
- Explain how to perform prospect research.
- List and define possible motivations, as well as enabling situations for change.
- Describe ways to establish credibility and obtain commitment.
- Explain the elements of post-sales activities.
- Describe the importance of process in sales activities.
- Itemize steps in the process for obtaining commitment.