Furthermore, some sales CRMs offer additional features, such as email tracking<\/a> or even slideshare monitoring. If you can see which link, content piece, or slide a prospect clicks on, you can determine what topics they are most interested in.<\/p>\n\n\n\n Additional research could include what the prospect\u2019s company shares on their social channels, LinkedIn posts and company press releases. These tend to be the topics which are highly relevant to that company right now.<\/p>\n\n\n\n To truly understand your prospect\u2019s needs, you have to ask the right questions. Making prospects feel comfortable and establishing a level of trust<\/a> will make them much more likely to open up and give you useful answers.<\/p>\n\n\n\n Two great ways to do this:<\/span><\/p>\n\n\n\n If you\u2019ve done your homework, you should have a decent understanding of your prospect\u2019s problem. Take the time to demonstrate your understanding of their situation and check if this matches their own take on the issue.<\/p>\n\n\n\n It also helps to actively moderate your voice. Don\u2019t jump up an octave and fake enthusiasm, because using this \u201cselling voice\u201d is likely to actually have the opposite effect<\/a>: you\u2019ll spook your prospects, make them cautious or, even worse, simply annoy them. Use your normal speaking voice \u2013 it\u2019s more natural and will make your prospects feel more comfortable.<\/p>\n\n\n\n Once you have established rapport and are sure your prospect is comfortable with your understanding, it\u2019s time to delve deeper. Let\u2019s say that a sales rep has found that a prospect\u2019s pain point is to create a more unified customer experience<\/a>.<\/p>\n\n\n\n By asking questions along the lines of the examples below, you can gauge whether this is the most pressing problem, or if the core problem lies elsewhere:<\/p>\n<\/div>\n\n\n\n \u201cAre there other problems you\u2019d like to solve before creating a unified customer experience?\u201d<\/p><\/li>\n\n\n\n \u201cIf you could only change or fix one thing in regards to your overall customer experience, would this be it?\u201d<\/p><\/li>\n\n\n\n \u201cWhat is the reason you are focusing on customer experience right now?\u201d<\/p><\/li>\n<\/ul>\n\n\n\n Prospects often perceive their problems as having equal importance. In order to sell, it\u2019s important to understand the actual significance of each pain point, as it is the most urgent and pressing issue that drives action.<\/p>\n\n\n\n Sometimes, the questions prospects ask sales reps <\/a>are the most revealing when it comes to understanding their problem.<\/p>\n\n\n\n For instance, if a prospect asks \u201cIs there a direct relationship between how much I invest and my ROI?\u201d then usually this type of client has a large budget and is interested in your ability to scale with the company. A good sales rep will be able to organically add in upselling opportunities<\/a> like this.<\/p>\n\n\n\n By segmenting pain points into categories, you can sell with a specific strategy in mind. Usually, prospect pain points fall into one of the following four categories:<\/p>\n\n\n\n The prospect will typically bring up sales, revenue or growth targets.<\/p>\n\n\n\n Use case studies to demonstrate concrete ROI, and avoid vague statements such as \u201cOur product will improve your profit margin.\u201d<\/p>\n\n\n\n Prospects who want to save money may use phrases such as \u201ctrim the fat\u201d, and \u201creduce costs\u201d but also \u201creduce redundancies.\u201d<\/p>\n\n\n\n Because these buyers are usually highly price-sensitive, demonstrating historical ROI through testimonials and case studies is important.<\/p>\n\n\n\n Prospects who seem stressed, overworked, or anxious may also use phrases like \u201cit takes such a long time to accomplish this goal\u201d or \u201cthis process is time intensive\u201d.<\/p>\n\n\n\n Focus on the time-saving aspects of your product, such as automation and quantify the time your prospect could actually save.<\/p>\n\n\n\n This type of prospect will use phrases like \u201cincrease team satisfaction\u201d or \u201cboost company culture\u201d.<\/p>\n\n\n\n Confirm their emotional desire before showing them how they could benefit. One great way to do this is to explain how a similar prospect benefited in the same situation.<\/p>\n\n\n\n Demos can often be too generic or lack focus. You want to sell solutions – and that means you need to understand your prospect\u2019s needs first and customise your demo accordingly.<\/p>\n\n\n\n One effective way to do this is to set up a 30-minute discovery session. A discovery session can be conducted as a call, video conference or meeting. The main aim is to ask questions to learn as much as possible about your client\u2019s specific current challenges and goals.<\/p>\n\n\n\n This session serves as a springboard for the demo by generating interest and giving you valuable information to target the demo correctly. It also sets you up for a win.<\/p>\n\n\n\n It pays to focus on customer satisfaction, even if you come to the conclusion that your product is not the best fit for your prospect. Instead of pushing for a sale at any price, remember that prospects will respect you if you meet them with honest and realistic expectations.<\/p>\n\n\n\n This demonstrates your profound understanding of the prospect’s needs and truly earns their respect. If a competitor fails to deliver down the line, you may well be able to reignite the sales conversation.<\/p>\n\n\n\n These sales tips can help you gain a better understanding of your prospect’s core problems. By taking the time to find their biggest pain point, you maximize your chances of closing a sale by positioning an appropriate product as their ideal solution.<\/p>\n\n\n\n This post is part of our Navigating the Sales Cycle series<\/a>. Download the e-book and discover the 7 steps to sales success<\/a>. <\/i><\/p>\n\n\n\n2. Make Your Potential Customer Feel Comfortable<\/b><\/h2>\n\n\n\n
1) Check your understanding of your prospect\u2019s problem<\/b><\/h3>\n\n\n\n
2) Be authentic in your speech<\/b><\/h3>\n\n\n\n
3. Understand Your Prospect\u2019s Needs with Probing Questions<\/b><\/h2>\n\n\n\n
\n
4. Pay Attention to the Questions Your Prospect Asks<\/b><\/h2>\n\n\n\n
5. Segment Your Prospect\u2019s Pain Points<\/b><\/h2>\n\n\n\n
1) Prospect Wants to Make Money<\/b><\/h3>\n\n\n\n
2) Prospect Wants to Save Money<\/b><\/h3>\n\n\n\n
3) Prospect Wants to Reduce Time or Effort<\/b><\/h3>\n\n\n\n
4) Prospect Has a Human Need<\/b><\/h3>\n\n\n\n
6. Identify Your Prospect\u2019s Needs: Discovery Before Demo<\/b><\/h2>\n\n\n\n
7. Be Honest with Prospects<\/b><\/h2>\n\n\n\n
Accurately Assess Prospects\u2019 Needs to Boost Sales<\/b><\/h2>\n\n\n\n
![\"blog-offer-astro-sales\"](\"https:\/\/www.salesforce.com\/eu\/blog\/wp-content\/uploads\/sites\/14\/2021\/11\/blog-offer-astro-sales.jpg\")
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