When potential customers don’t purchase, what’s the top skill-related reason your sales team cites?

The survey poses a broad question that can vary in meaning based on your sales approach and perspective. However, in discovery is where you extract the core compelling event. The main reason they would change what they are currently doing today to a new idea! What was the business/personal cost of that event? Who did it impact? How often? Is there a cost to the issue? 

In the IT, Automation and consulting world. It is in questioning, and more importantly listening and taking notes. Often early engagement to many salespeople is just setting up a call to present your stuff. Completing a weekly sales job criteria metric. Throw enough mud at the wall and some will stick. But is that communicating value? Do you understand what this does to their business results? Personal results?  If so, do you have one compelling reason they would want your product/service above all others?   

To truly understand the magnitude of the human challenge that you are solving, you must first learn how that challenge directly affects that individual/group. What is the cost of that pain? If there is no emotional or significant impact cost to that human challenge, there is no angst to push to a solution. 

  

Discovery and qualification need to happen early and often. Need is usually established but not is this is a problem worth solving right now.

Good to know what most of us is thinking about 👌 I had a different mind.