The very first thing your sales team needs to do is determine the customer’s strategy and then build out the questions and tactics that align with that strategy. The next level is to get a handle on the value dashboard your customer offers to their customers. Your sales team needs to determine the reasons your customer’s customer’s buy. There are dozens of different financial goals and objectives your customer might be trying to execute on and the job of your sales team is to sell the products/services that will help achieve these goals and objectives.
Key Takeaways:
- One of the most important parts of a salesperson’s preparation is doing the research and asking the necessary questions to determine the business strategy of their customers.
- After understanding your customer’s strategy, the next level is to get a handle on the “value dashboard” your customer offers to their customers.
- Like any business organization, your customers have specific financial goals and objectives. Your sales team not only needs to know them, but more importantly, they need to know how to integrate those goals and objectives into their selling approach.
“Based on years of research and working directly with over 20,000 sales professionals around the world from companies in many industries.”
