Sales professionals often find it frustrating to spend time with prospects who don’t end up buying.
We have all been there at one time in our careers. It takes weeks to nurture a prospect. The potential client then requests an RFQ. You send your bid and a clear outline of their needs, and the prospect walks off. You have wasted your time and money. This is not a common story. It happens every day in sales teams across the country.
Salespeople often lose deals after spending a lot of time with prospects. This is because they don’t ask the right questions and make the mistake of believing they know what they want. In reality, prospects don’t know what they want. So how do you present a solution to a prospect who is lost in the fog?
The top growth marketing companies in Las Vegas work closely with their clients’ sales teams to simplify the process, from the initial point of contact to the call and onward to the onboarding process.
Salespeople are also taught how to ask the right questions to build strong relationships and make prospects’ needs more evident. They also learn how to explain how their services can best meet those needs. Sales teams can increase the number of closed sales by asking the right questions.
Do you have any productivity pain points?
Productivity will suffer if teams don’t work together. Ask your prospect what is preventing their company or its employees from performing efficiently and effectively. Next, tell them how your products and services can solve the problem.
A growth Phoenix marketing agency might hear that sales and marketing teams are often competing with each other rather than working together for the same goal. This hinders communication and sharing of vital data.
A CRM allows sales and marketing teams to see each other’s data simultaneously. Segment tasks are performed by co-assigned members of both departments. This speeds up the process and improves communication.
What about financial pain points?
Consumers and businesses often overpay for services and products, which can lead to financial stress. To see if your products and services can reduce some of this spending, you will need to do some digging.
Is there a major inhibitor to the company’s growth?
Make sure you capitalize on the classic soundbite that gets to the heart of your business. Companies are in business to grow and the greatest barrier to scaling up to achieve those growth goals is always a major pain point.
Surprisingly many prospects don’t even think about it. Helping them to talk through the current business landscape will increase their understanding and your own. It will also give you some space to show your expertise objectively.
Growth pains are largely about customers, products, and investment capital. Customers, employees, customers, and customers are the main focus. It is important to get straight to the point without allowing prospects to ramble. Asking follow-up questions such as this will help you keep the conversation on track.
These are some of the questions that you should ask during this part of the conversation:
- What is the deadline for solving your problem?
- What are your plans to deal with pain X?
- This is the responsibility of whoever is in your company.
- What do you think the problem will be?
These questions will keep the conversation going, and allow you and your prospect to learn about the pain points and the best ways to alleviate them.
Listen to what they are saying. Are you feeling fearful or urgent? This is normal and indicates that the person has a greater likelihood to invest in a solution for their business problem.
What Do Your Boss/C-Suite Care Most About?
Nine out of ten times, you won’t be speaking to the decision-maker. A gatekeeper is usually in junior management that makes the initial contact with a service or product provider before the head honcho. The main reason you want to have the gatekeeper involved in the conversation is three.
- They manage the budget for B2B investment decisions.
- They can have an immediate influence on the decision-maker by presenting solutions for specific pain points.
- These people often have poor bosses for a variety of reasons. Providing a way to remove that monkey off their back is a great motivator. This signals your experience and makes you a valuable ally.
What is the Single Most Important Thing About Your Day?
It is a good idea to get a sense of what the prospect does every day. Salespeople are used to hearing a broken record that people care more for value than features. This question will help you understand the true value of your product and how it could benefit your prospects.
Asking prospects how they are monopolized in their workday is not enough. Go deeper and ask them how growing pain could impact their team. It would save them three hours each day. Reduce their meeting time by half Find out what your prospects are suffering from by looking at their faces.
This is what the best growth marketing agencies in Miami have to say: Asking these questions to your prospects will help you remove any obstacles that prevent you from achieving your sales goals.
