Are you probing deeply enough?

Today I was listening to a great guy, he explained about how he was taught about finding prospects "needs" in sales school.

He knew his stuff. But I wondered about how deeply he dug into the actual needs of the prospect.

Often I hear about opportunities where all the prospects needs had been identified and covered by the sales person, and yet, the prospect decided to do nothing or they remained with their incumbent supplier or even chose a competitor.

This has probably never happened to you, so you don't need to read on.

The problem with finding needs is that it is often too superficial. Needs are things that buyers share with anyone, people in the park, pub or random strangers walking into their office with a product or service to sell.

This leaves you with another problem. If the prospect is telling you about their needs, they are also telling your competitors. Your competitors can also solve the needs on an intellectual level like you can.

If the buyer decides to do anything at all, it could all depend on the easiest understood metric. Cost.

Do you really identify how the needs affect them in a compelling, personal and emotional way? Do you probe enough?

When you probe, you get past basic needs. You get to real pain.

Pain is needs on steroids.

It's tough to do. I spend a very long time with my clients supporting them to do it correctly.

Warning-Take care, there is a fine line.

One side of the line, it comes down to money.

The other side you can upset or anger the prospect and be removed from the building.

Stay on the line, you get to sell more , generate more profit and become a trusted advisor.

It’s the "Goldilocks Zone", it's just right.

Good luck.

I hold regular free " How Buyers buy, How sellers sell and what you can do about it." Seminars.

It's for Owners and MD's who are frustrated with investing time, angry they are investing resources and furious they keep on doing this with prospects who won't buy, even though they can solve their need. They want to sell more, generate more profit and become a trusted advisor themselves.

Message me to book your place.