Almost all prospects say sellers don’t understand their needs – do you show understanding?

Until a prospect feels understood, your sale is out of the question.  Inevitably your potential client looks for a convincing match between what you do and their needs.  This match must be compelling, so the change is worth the risk.  Creating this link transforms an unlikely sale into their agreement to buy.  If prospects say their needs aren’t understood, then accept that most sellers fail to develop the match.

Imagine preventing this failure in the initial sales meeting.  Hearing their needs next to your outcomes because of what you say, how, and when.  It is time to stop improvising, invest in preparation, and practice to close more sales.   Change your perspective.  Begin by seeing the meeting from the side of your prospect.  Become clear about what’s needed to create their link.  What must they hear, how is it described, and when is this best shared to build an exciting match?

A worthy first step for a startup CEO is to ask a few customers why they bought.  Listen to why their needs are tied to your outcomes.  Next, ask a few prospects what is preventing a decision.   Now feed these insights into new words you will use.  Then practice this talk.

Motivating buyer commitment around needs drives more sales and profits.

Are you pondering the thinking behind this post?  Engage with your point of view at converse@marketenabledsales.com