Nobody cares about your product. And all the sales tactics out there won’t make your prospects care about your product either. They only care about themselves and their problems.
It all comes down to solving their problem (or go away). But, how do you identify that problem?
In this webinar, Ryan Reisert and CEO & President of A Sales Guy, Keenan, discussed problem-centric selling and how getting back to the basics will get your buyers to say yes.
Become an expert at finding the value your product has by identifying the problem your prospect is experiencing and how much of an impact it has and learn how to:
- Diagnose the problem’s root cause
- Improve your messaging
- Get shorter sales cycles
Watch the recording here:
1. Diagnose the root cause of your prospect’s problem.
No one cares about your product when you’re selling it. They only care about themselves and their problems. They don’t want you to waste their precious time talking about features and functionality. Salespeople fall under one of these two categories: problem-centric or product-centric. The problem-centric seller focuses on the buyer and their business problems. The product-centric seller focuses on their product and its features, rather than asking questions. Diagnosing the root cause of the problem requires that you are problem-centric. It means identifying the impact the problem causes, then providing the value to solve that.Diagnosing the root cause of the problem requires that you are problem-centric. It means identifying the impact the problem causes, then providing the value to solve that. Click To Tweet
2. Improve your messaging.
The first step to improving your messaging is to target companies, but sell to people. Remember you are selling to people who have real problems. Change your messaging from technical and feature focused (product-centric), and show the value it brings to the person. Your messaging should go from the business problem (e.g. not generating enough conversations), to the impact of that problem (e.g. what happens if you don’t meet your investor thresholds for revenue?). That’s where you find the gap, and that’s where the value lives!
3. Get shorter sales cycles.
If you can find the gap between your prospect’s current state and their future state, then you’ve found the key to shorter sales cycles. Ask technical questions because those will be the breadcrumbs that lead you to the impact of the problem. Start with wide-ended questions and listen! Listening is the best way to drill down and continue the journey of conversation. Don’t think about the questions, but think about the environment and value you can bring to that.
Let us know in the comments below if you are a problem-centric seller or a problem-centric seller and why it works for you!
If you want to learn more about problem-centric selling, check out Keenan’s book, Gap Selling. And if you have additional questions or need help with consistent messaging and getting shorter sales cycles, contact us here.