“The two biggest mistakes most salespeople make in the ‘Recognition of Needs Analysis’ stage are these: 1. Showing a product demo too soon. 2. Discussing price before a complete view of the customer’s problem is identified.” [Excerpt from my new book — “Stop Hustling, Start Scaling.”] Download the ENTIRE Book here: http://bit.ly/2ISZxNA
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The second stage of the sale is ‘evaluation of options’. Just like the name of this stage indicates, this is the stage during which the customer is actively evaluating their available options to solve the problem at hand. Those options typically include the following: Purchasing and implementing your product. Purchasing and implementing a competitor’s product. […]
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“Asking the right questions, the right way, is critical in the recognition of the ‘needs stage’ of the sale. Confirm-Ask-Explore is a sales-meeting methodology that I developed that’s useful for needs-analysis meetings and sales conversations and translates well into most other types of sales meetings, including lead qualification calls, product demos, meetings with technical buyers, […]
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“As a startup, you’re looking for “innovators” and “early adopters” as your first customers — companies and executives actively seeking new ideas and technology to solve their business problems because of one of the following reasons. Existing vendors in the market are old, outdated, or unable to adapt their products to solve an emerging or […]
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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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