Start to Understand the Customer’s Timing and ProcessĮach customer has a different way of handling contracts, negotiations, implementations, and vendor-related processes. Your solution’s price tag starts at only $10,000, which means there could be a real opportunity to help them cut costs. Push for specific, measurable data that helps the customer (and you) quantify the true cost of prolonged pain.Įxample: During discovery, you learn that a customer spends $20,000 per year in contractor fees, which would be eliminated by your solution. If you’re selling software, ask about how much time users spend performing manual tasks and data entry each day, week, or month. Guide customers through a series of questions aimed at helping them quantify their pain. Related Post: 18 Open-Ended Sales Engagement Questions That Help Close Deals Faster If the customer refers to sales reps as “account executives,” you should too. Slow down, ask the right questions, and pay attention to the words that customers use. Turn this into a competitive advantage by taking a different approach. So, why do some reps push products that don’t align with customers’ actual needs? They’re probably moving too fast, trying too hard, or feeling squeezed by their quotas. A physician who writes prescriptions without diagnosing the illness engages in malpractice. Don’t Jump Straight into a Demo-Instead, Listenĭiscovery is your opportunity to understand the prospective customer’s pain points. (No sales process is truly linear, so we use the word “steps” loosely.) Discovery 1. A sales process brings your sales methodology to life by providing reps with a set of repeatable steps to follow.Īt Mixmax, we believe that an effective sales process focuses on discovery and solution validation.īased on our experience, reps who follow these eight steps outperform those who don’t. Your sales methodology (consultative, inbound, solution selling, etc.) is meaningless without a rock-solid sales process to go along with it.
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