30 Minutes to President's Club | No-Nonsense Sales #7 - Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling)
4 snips
Jun 10, 2020 AI Snips
Chapters
Transcript
Episode notes
Focus on the Problem, Not the Product
- Stop selling your product; focus on the customer's desired outcome.
- Become an expert in your buyer's world and genuinely care about their problems.
Training for Effective Discovery
- Train sales reps on the buyer's life, problems, and impacts, not just product features.
- Create a Problem Identification Chart highlighting problems, impacts, and root causes for your ideal customer profile.
Deepening Discovery
- Don't just ask about the problem; understand its impact and root causes.
- Guide the conversation by asking clarifying questions related to the Problem Identification Chart.