The capacity of a seller to articulate value and differentiation in a manner that addresses the most pressing business issues facing their customer is their greatest asset. Whatever you share that isn’t relevant to your buyer’s problems is just noise that could make you lose to your competition (including a do-nothing or do-it-yourself decision).
It’s possible that a buyer’s tolerance for noise has decreased over time in today’s sales environment. The gamble of putting resources into some unacceptable arrangement has become intensified with the Coronavirus Pandemic. Your ability to convince buyers that you understand their complex business problems and are invested in finding the right solution will play a major role in hitting your numbers, as buyer budgets are likely to be smaller and there are likely to be more decision makers involved in a purchase decision. After all, even if you have the right solution for making the buyer’s business better, you could lose the deal even with a good sales enablement platform if you can’t become a go-to advisor.
The following are top things you can do right now to over and again fabricate business keenness before experienced business decisions during the deals cycle.
3 Ways to Gain Trust in the Sales Process
- Be fully aware of the problem you’re meant to solve ( Buyers Problem)
Keep in mind that when there’s no customer’s problem there’s, there is no value. As a seller, it is your duty to:
- Find out what your customers’ problems are and how they affect the business. If you don’t know what your customer is trying to solve, you can’t show how valuable you are.
Your understanding of a prospect will automatically improve if you assist them in defining and articulating their own requirements. Because your prospect will appreciate your willingness to comprehend their pain points, an effective discovery process builds trust with them. It all comes down to asking the right questions at the right time and not being afraid to ask some of the more provocative questions too.
- Always be open to learn
Two of the most incessant grumblings purchasers have with dealers are:
- They don’t pay attention.
- They don’t know what their business is.
- Go in with an open mind to avoid this issue.
A seller who enters believing that they are aware of the requirements of the prospect will always be viewed as merely an order taker and will never achieve the status of trusted advisor.
Don’t assume that you are aware of your buyer’s most pressing business issues or that this prospect is similar to your other potential customers. Also, don’t run away from the first challenge you hear. To get a deeper understanding of your customers’ most pressing business issues and the difficulties they face as a result, ask insightful questions. You’ll be one step closer to gaining a buyer’s trust if you approach the situation with curiosity. You’ll gain a better understanding of how to eventually align your buyer’s problems with your solutions in a way that makes sense to them as a result of the more questions you ask that are geared toward them. This will show your buyer that you truly care about their business issues.
- Be highly credible with testimonials
Your message will be strengthened by providing concrete examples of how your solution achieves the outcomes you promise. You can talk all day about how you are better than your competitors or even utilize sales softwares, but convincing your potential customers of the positive business outcomes they can achieve with your solutions requires you to provide evidence to back up your claims. Effective proof points reflect your customer’s priorities and point of view.
