The Audible-Ready Sales Podcast Attaching to the Biggest Business Problem
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Sep 24, 2024 John, a sales strategies expert, delves into the art of connecting customer needs with business outcomes. He emphasizes the necessity for sellers to identify their clients' biggest problems and discover deep pain points. The discussion includes tying technical requirements to tangible business results, navigating corporate dynamics strategically, and engaging multiple stakeholders for success. John also shares effective questioning techniques that deepen discovery and enhance relationships, paving the way for meaningful sales conversations.
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Attach to Biggest Business Issue
- Start your day committed to connecting with your customer's biggest business issue.
- Bridge technical problems and business outcomes to be effective in sales.
Bring Contacts Along When Moving
- Ask discovery questions that challenge your contacts to think beyond what they know.
- Bring people along as you move deeper in the account to warm up conversations and gain context.
Navigate Political Landscape Savvily
- Navigate the customer’s political landscape with respect and savvy.
- Inform and emotionally connect internal contacts when moving in the account to gain allies.