- Written by Vibha Bharaddwaj
This question needs a serious thought.
When I was asked this question by my manager it took me few minutes to answer it.
Reason being, unless the prospect or the lead is fully dissatisfied with this current situation, he/she will not seek a solution to solve it.
As Sales professionals it is our responsibility to help the prospect identify areas of dissatisfaction.
Isn’t sales cycle all about that?
Helping the prospect understand the level of dissatisfaction and recommending the solution and persuading him to go for it.
So what does it take to help him identify his dissatisfaction.
Yes you are right, by asking the right kind of questions.
Once the dissatisfactions start surfacing, put a cost to each one.
For example – Competent Employees not being punctual to work.
This is a dissatisfaction.
Firing employees is not a solution especially those who are competent. Although their lack of punctuality will impact the productivity of the company.
What cost can we put to that?
Once you highlight that, then introducing your solution will make lot of sense and will help make the case strong.
So have you found how dissatisfied is your prospect? What kind of questions have you asked to find them?
If you resonate with this, please comment