Have you explained your products or services after a client asks without first asking about their situation? If so, you have probably fallen into a common sales trap. Without finding out the potential client’s problem, their urgency or how you can solve it, you are setting yourself up for the dreaded silent follow up. In this week’s episode, I share with you the exact questions and approach you need to take when talking to potential clients to set yourself apart and as the solution they need.
“The reason why companies tend to buy a product or service from one company versus a competitor, is how well they feel that the vendor understands their specific situation.”
“If we demonstrate that we care about their situation and their business organization and we care more about the results than we care about the sale, that’s when we can stand out over the competition.”
Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:
Email : firstname.lastname@example.org