30 Minutes to President's Club | No-Nonsense Sales #70 - Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast)
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Aug 25, 2021 In this engaging discussion, Andy Paul, host of the Sales Enablement Podcast and acclaimed author, dives into the art of guiding customers through their buying journey. He emphasizes the importance of helping clients articulate their internal business cases and highlights the impact of indecision on deals. Andy also shares insights on building authentic relationships with customers and prioritizing their essential needs. With strategic advice on handling RFPs and maintaining sales momentum, he offers actionable tips for sales professionals aiming for success.
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Two Crucial Sales Questions
- For every account in your pipeline, know what value the customer needs from your next interaction to move closer to a decision.
- Also, know the commitments they'll make after receiving that value.
Find the One Thing
- During discovery, identify the single most important thing for the buyer.
- Find out who in the organization this thing matters most to.
True Qualification
- True qualification happens when buyers quantify the value of your solution in dollars.
- Until they do an internal business case, they are just window shopping.
