By Connie Schlosberg, Primary Intelligence
The key to winning more deals always comes down to understanding your prospects’ business needs. Putting these five habits into play in your daily work as a sales professional will not only help you align with your prospects’ needs, but be in position to solve those needs.
1. Research your buyers’ business processes
When you have an understanding of your buyer’s processes, you can present your solution as an enhancement to their process. This is time to show your expertise and shine the light on your solution.
Research how they win business over their competitors. What yardstick do they use to measure success in their industry? Your ultimate goal is providing them with the solution that improves their way of doing business.
2. Be an industry specialist
If you know your buyer’s industry and their buying process, you can engage in more meaningful conversations and show that you understand their business needs.
Having specific knowledge of their industry gives you a competitive advantage. You will be able to speak to the pain points of your buyer’s industry and gain their trust.
3. Be a problem solver
Buyers aren’t looking for sales reps; they’re looking for advisers. How can you step into the role of most valuable player? How can you demonstrate that your solution should be an integral part of their connection to their customers? Your buyers need to see that you add value to their equation. Give them a fresh perspective. Demonstrate value. Show that your product or service will help them solve their problems.
4. Think like a fisherman
The most significant component to fishing is the fish. Studying where, when, and what they eat all add up to the success of catching the fish.
You need to get past the mechanics of selling and focus on the buyer. It is really all about them. What do they want? Why not ask them directly?
Go beyond the RFP and actually talk to your buyers. Ask for an onsite visit. You can learn a lot by watching your buyer in action. What lure appetizes your buyer?
5. Walk a mile in their shoes
One common denominator between the military and their contractors is the contractors are often former military themselves.
It makes sense that buyers will gravitate to people who know their business inside and out because they’ve “been there, done that.” If you have not walked in their shoes, it makes sense for you to talk to someone who has. Who do you know who may have a close relationship with this buyer? What insight can they share?
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