It's one thing to be able to sell to someone when we know that they're coming to us with a particular problem. But as Daniel Pink wrote in his book, To Sell is Human: "Our job is helping them uncover those problems that they don't know that they have.
That's a superpower! And as salespeople, we already possess this superpower!
So how do we unleash this superpower?
We can start with practicing questions to help uncover specific problems and the impact of those problems. And it comes down to asking good discovery questions, which can include things like:
- What are your day-to-day tasks and requirements?
- What results will make your role very successful?
- What challenges do you face that hinder you from being able to do that quickly and efficiently?
- How much time are you spending on those particular things?
- What would you do with that time if you didn't have to do that?
Then, you can go into the "what if" or "what about" questions.
"What if" questions might be, "What if you could do it this way?" or " How would that influence the way you're doing your job now?"
"What about" questions could include; "What about this certain thing I see a lot of other people in your industry stumbling with?" or "How will you handle that when it comes down the road?"
In other words, our job --no, our superpower as salespeople is helping our buyers navigate territories and avoid traps and snags.
So have a wonderful week, and remember to flex your superpower!
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