What do you do if your clients' needs are not aligning with your sales approach?

Don't "Pitch Slap" your prospect with an untailored presentation of your solution. Questions need to come upfront before the pitch. A good review of either customer-centric selling or solution selling methodologies will keep you on track. If they're not a fit, avoid the churn, and move on.

We first need to clarify what this question means! It could imply: 1. there is not a fit of your products to their specific needs - release them gently and move to the next prospect 2. The prospect just asks for a proposal but you need to first understand their needs before proposing a solution - it is easy to follow structured communication techniques to effectively respond and guide the prospect to your proses 3. You want to close a deal now because your sales proses is focused on meeting quarterly and annual targets - align this opportunity in your sales forecast and sales proses with the customers rhythm Follow a structured opportunity qualification framework that helps aligns proses and customer expectations.

Primeiro, ou?a atentamente as necessidades e preocupa??es do cliente. Permita que eles expressem suas expectativas e desafios para que você possa entender completamente sua perspectiva.

I use an application that provides me with an instant DISC and OCEAN analysis of each prospect so I can understand their communication styles allowing the conversation to be much more open. A KPI prompter also helps me have a better idea of what KPIs align with the prospect's role to ensure I'm presenting the ROI at a level that aligns with them.

Fa?a perguntas claras para esclarecer as necessidades do cliente e entender melhor seus objetivos e prioridades. Isso ajudará a garantir que você esteja focado em resolver os problemas certos.

Instead of asking them to change their needs to what you’re selling, how about changing what you’re selling to what they really need?

I provide examples of success implementations of the service my company offers, with a focus on those success stories that have benefited businesses that have similar businesses or operations that the client in question has. Then walk the client through a series of questions designed to have the client identify what they want/need from us. By having the client effectively identify what they need, they have a great chance of being engaged in the service delivery and participating in its success.

If it’s just the approach I pivot. I keep notes in their file to give me a cue for future meetings. Everyone is unique and hearing advice in the way they need to receive it makes sense. If their needs and wants are beyond what I can reasonably do without impacting other areas of the practice, or do it well, I have a robust network of potentially more suitable providers for a warm introduction. Some of my best referrals have come from people I have aligned with other more suitable offers. It’s all about what is a great fit and experience for everyone.

Procure oferecer solu??es personalizadas que abordem diretamente os desafios e preocupa??es específicos do cliente. Mostre como sua oferta pode agregar valor e resolver os problemas que eles est?o enfrentando.

Sometimes walking away is MUCH better than trying to fit a square peg in a round hole. Some of the best sales reps I’ve ever come across are great at disqualifying. Do this as soon as the gap between “common objections” to “total misalignment” is big enough and focus on your winning accounts. I speak from first hand experience, it’s better to close fewer but large deals than plenty of small ones.

Knowing when to customize the pitch to meet the needs of solving problems for your client happen and consultative selling is all about customizing the pitch to align with your client’s vision that what you are selling will solve their problem when they buy from you. Step back and reflect on similar introductions that netted a positive outcome resulting in winning the business. There is never a cookie cutter approach to selling to every prospect so knowing this in the beginning of conversations is key.

Highlight Relevant Benefits: Highlighting relevant benefits is crucial when it comes to showcasing the value of your offerings to clients. By emphasizing outcomes that are most relevant to your clients, you can help them achieve their goals, improve efficiency, save costs, or gain a competitive edge. Remember, it's not just about what you offer, but how it can benefit your clients. Keep their needs and goals in mind to ensure your offerings are tailored to their specific needs. Follow me and connect for more #SalesTips! #ClientBenefits #ValueProposition #Efficiency #CostSavings #CompetitiveEdge