From the course: Craft Your Sales Pitch with Competitive Differentiation
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Asking the right questions
From the course: Craft Your Sales Pitch with Competitive Differentiation
Asking the right questions
- We said earlier your pitch or your proposal should summarize the objectives you've discussed with your customer. Sometimes, asking the right questions and creating a strong relationship with a customer can eliminate competitive shopping. Now, to make this happen, you must be absolutely certain that you are speaking to the true economic buyer, the final decision maker. This is especially true in a business to business sale. You know, a lot of times the real buyer will have someone else vet out the potential solutions. They'll narrow it down to the top two or three and bring those people in to pitch the real buyer. And this is often a surprise to salespeople. So how do you avoid it? There are five questions you want to ask in the sales process that will reduce the likelihood of surprises, reduce the need for competitive pitching, or if you still do happen into a competitive situation these will set you up to win. Question…
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