We can do better than this!

The issue I see in Sales is this….

Reps get so fixated on selling their product or service they forget to take a step back and gauge if the customer should do anything at all.

Thats right, should they even change?

You pitch. You demo “if you struggle with this….” and “if you have a use case like that” for 1 hour and sit back and ask for the sale.

Don’t fall into this trap. 

You see, by the time they get to the sales rep, the Prospect already has a pre-conceived idea of their issue and the potential solution.

As a Sales Professional, you should first address if they should do anything at all. Sounds crazy, but take a step back with the prospect and truly understand if their self-diagnosis is accurate or not.

First Sale, Should they do anything at all?

Here you are decoding and challenging the prospect about their problem. Is that REALLY the problem? What is the Root Cause of the issue? You have to trace the problem right back to its very core to see whats really going on.

This is your first sale – SHOULD THEY CHANGE at all?

Adjusting your mindset in this way while in Discovery is powerful. You set the product to the side and focus on helping the prospect think about their Problem, its Impact and Root Cause. 

This is where parking product for the time being becomes important. It allows you to ‘actively’ listen to the Prospect and meet them where they are.

Here is the really powerful part – Call it out if you are not seeing the reason to change what they are doing today.

Second Sale, Should they buy from you?

This is where you get to talk and show product. But not before you have a solid YES to the first question – should they do anything at all.

Now, you get to show them how you solve their issue ‘UNIQUELY’ from a deep understanding of their Problem, Impacts and Root Causes.

Sales is not selling, its helping. Helping customers and prospects solve real problems, but also gaining an understanding of their business to the extent it no longer ‘feels’ like a sale. The close is a natural conclusion of you helping them.

Its game changing stuff.