Sales & Marketing Performance Center
Your resource for actionable advice, tools, events and whitepapers for tackling your sales or marketing challenges.
Uncomfortable presenting to Senior Executives?
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Find A Workshop Near YouDo You Know What Your Customers Want?
Learning the Steps
Examine each sale not only from your own perspective, but from your customer's point of view. Figure out how urgent their issue is to them. You really can't prioritize an existing opportunity if you don't know the client's concept — what they're trying to fix, accomplish or avoid.
In fact, trying to move ahead without such knowledge is a common mistake, especially during the year-end push. Salespeople sometimes push too hard too early, trying to close the deal while the customer is still trying to figure out the problem. If you can't articulate the business issue they're trying to address, you aren't ready to close the deal. Even if you think you are, you might get the short term gain of a quick sale, but possibly at the risk of jeopardizing future opportunities with that particular customer.
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