“Price is what you pay. Value is what you get”.
Warren Buffett, American Entrepreneur
Decision Maker’s buy based on Meeting their Business and Personal targets.
Answer this few questions, and take the time to review them with your VP of Sales, Manager and favorite customers. If you work at a small business, have the CEO or Owner help you to get into the skin of your buyer. This will undoubtedly deliver to you a notable competitive advantage over the folks you lose deal too!
These are the essential questions every Sales Rep, regardless of which product, solution or service they sell need to think about and ask the buyer to help frame themselves as a consultative—type seller or trusted advisor.
They are:
- What metrics are they responsible for, and what targets associated with those metrics do they need to hit?
- What happens to these targets if they do nothing?
- What are their major obstacles to achieving these targets (i.e. what is their #1 core problem)?
- What have they done in the past to try and solve this problem (free “gifts of Knowledge”)?
- What worked? What didn’t?
- If they solve this problem, what does it mean for their professional career, their standing at the company, or their professional reputation?
- What’s at stake for them if they fail to solve it?
What do you do next? Send us an email and we’ll arrange for you to speak with Ed to chat about how these learnings can help build more sales just for your business.