Beyond the Sales Process

But if you’re working with a new customer, you probably don’t have the credibility that experience and history can provide, so you have to take a different approach. This is where your research and diligence can be particularly valuable, because it gives you the credibility to say, “I’ve done some research, I’ve learned a few things about your business, and I would like to have a conversation with you about it.”

I’ve done some research, I’ve learned a few things about your business, and I would like to have a conversation with you about it

Whether it’s an existing relationship or a potential new one, you have a far better chance of speaking with your customer if they feel that they have something to gain by investing their most valuable asset—their time—with you

asking the right questions, you elevated the dialogue and learned how your customer defines success. You did your research, explored possibilities, built a vision of their success, and elevated the conversation—all by working together

number-one issue preventing their sales reps from hitting quota is their “inability to connect our offerings to the business issues of our clients,” and that, as a result, their reps “can’t sell the value of our offerings.” This response has topped this list for the past 5 years.

Exploring the possibilities with your customer involves initiating a dialogue to find out what your customer cares most about and identifying areas of potential interest