From the course: Sales Skills: How to Adapt Your Value Proposition
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Ask sales questions to determine customer "pain points"
From the course: Sales Skills: How to Adapt Your Value Proposition
Ask sales questions to determine customer "pain points"
- As a sales professional, do you know the smartest and most strategic sales technique you have? It's listening. That's right, just listening. Why? Because when you listen, customers tell you what they fear, what they want, and how you can best help them. In other words, they literally tell you your value proposition. Sounds easy enough, right? Well, it would be if not for three common errors most sales professionals make when it comes to the value proposition. Number one, you believe the value is in your product or service when the value to the customer is in the solution you offer for their problem. Number two, you determine the value proposition without listening to the customer. Far too often, value propositions are exercises you go through to determine what you believe the value of your product or service is to the customer. But that could be a very different perception than what your customer sees as the value prop. Number three, you assume that the value proposition remains…
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