Wednesday, 19 June 2013

The Most Important First Step in a Sales Process

The best client meetings I have ever had always started with a closed laptop and and an open notebook with pen in hand, ready to take notes. 'So tell me a bit about your company and your objectives with xyz (related to discussion). I know we briefly touched on this on the phone, and I also researched your website, but it would be great to recap.'

And that helps to identify what Mark Suster coined  the most important first step in a sales process, or as he coined it 'pain'. Or in other literature often called as Need, or Client's Need.

"It’s a reminder that unless your prospect has a need to solve a problem they are not going to buy a product. Customers sometimes buy things spontaneously without thinking through what their actual need is. But often there is an underlying reason for a purchase even if the buyer doesn’t bring it to the surface." (Suster)

And if you can identify that, you are more likely to have a successful meeting outcome - for both sides of the table.

More at The Most Important First Step in a Sales Process | LinkedIn

No comments:

Post a Comment