“Recognition of needs, the first stage, is exactly that—analyzing the prospective customer’s need. Your job as a seller is to identify and qualify the problem the customer has to solve—Does the customer have the core problem that your product and company solves? and Is he or she aware that the company has this problem? This […]
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Just because a lead requests a demo, doesn’t mean they get a demo. They have to deserve it. And it’s your job to qualify every lead. You wouldn’t walk into a doctor’s office and say – “Show me your medicines.” Diagnosing your problem is a necessary step before that doctor would know if or […]
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“You can use the “price question” to then qualify the person and the situation to know whether or not there’s urgency, whether or not there’s budget, and whether or not that person has influence or authority to solve the problem. If a prospect asks you directly about price, and insists that you give them an […]
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Either your customer is aware or unaware that he or she has the problem that you solve. If your prospective customer is “problem unaware,” this means that you will need to invest a significant amount of time with the prospective customer to help him or her see the magnitude of the problem, find the right […]
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Your customers will be more honest and open with you. They’ll tell you the real issue and the politics involved with solving it. By focusing on the problem, you’ll win bigger deals in less time. The easiest way to begin that is to think like the executives at your target customers. Concentrate on the […]
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