How to identify your prospects’ goals and challenges?
In our experience, few companies have a detailed and structured sales process that can be repeated by the sales team and is scalable for the organization. As a result, the sales team often lacks clarity on the steps they must follow; each salesperson sells in their own style and as best they can.
It is essential that your company has a specific sales process with defined stages, to help the sales team be more effective and know what steps to follow to move from one stage to another.
Put yourself in the buyer’s shoes
Unlike a few decades ago , the buyer now has control over the purchasing process . One of the most common mistakes when designing the sales process is its lack of alignment with the customer’s purchasing journey. To do this, sellers must conduct a thorough and in-depth analysis of how the buyer builds his or her decisions throughout the different stages.
Do you remember the buyer’s journey ? This is where the buyer’s journey comes in, as it is important for the seller to know when and how to approach the customer according to the stage of the purchasing process they are in. Below we give you more details about each of these stages:
- Recognition : The prospect discovers that he has a need and looks for different options to help him solve that need.
- Consideration : When knowing some options, the person compares the different options available to find out which one is the most appropriate.
- Decision : The prospect finds the best solution iran telemarketing list to his need. To do this, take advantage of the advantages and benefits of your product or service through the experience of your current customers.
Inbound sales process
The inbound sales methodology is based which version of hubspot marketing is right for my digital strategy? on personalization and in which sellers focus on the “headaches” of their potential clients, since they act as trusted consultants and adapt their sales process to the buyer’s journey.
The salesperson must be a person capable of providing support and guidance, with the aim of ensuring that he and the buyer are aligned and speak the fanto data same language. This is where the inbound sales process begins.
- Identify : At this stage, the seller must detect sales opportunities from the beginning of the buying journey to begin building a strong, long-term relationship with their potential customers.
- Connect : After the salesperson has identified active buyers in the buying process, the salesperson should reach out to the buyer based on the persona’s context and personalize the communication to educate them about the problem or situation they are experiencing.
- Explore : At this stage, the seller should determine and dig deeper into the goals and challenges of their potential buyers. This will help them evaluate whether your offering is the best fit based on their specific needs.
- Advise : Starting with an exploratory call, the seller must advise and guide the buyer on the solution that best suits their problems and objectives.
How to identify your prospects’ goals and challenges?
One of the most common mistakes a salesperson makes is to approach the buyer with a presentation that is the same for all of his clients, where he talks about himself and how wonderful his organization is. Doesn’t this seem boring to you? It doesn’t add any value, right?
“Sales live in the context of the organization, the position and the person. Understanding this context is the basis for achieving more prospect openings, a better approach to solving the client’s problem and, consequently, a higher closing rate.”
To generate value for the prospect and ensure that the conversation is of greater interest, it is necessary to navigate the context and understand what the prospects’ objectives and challenges are. At GrowX Agency, we recommend designing a guide with strategic questions to gather information about the objectives and challenges of your potential clients.