As the customer better Understands the challenge

smbadsha5

Questions Drive Momentum Just as questioning helps the sales professional arrive at core truths, it does the same for the customer. Questions help the customer move beyond their assumptions and gain clarity on their needs. They develop more confidence in the solution. Questions are the tools of some of the greatest problem solvers in history. In fact, questioning assumptions is often referred to as “Socratic questioning.” Questioning has served many great thinkers.
  
A questioning strategy will be critical to success in 2022 as sales professionals approach a market in which “about two- thirds of companies have a strategy horizon of four years or less,” according to research from ATKearney. Questions help track the moving goal post within businesses experiencing routine change. Effective consultative sales professionals ask questions like “what are the primary obstacles to your goals,” and “how well does this solution phone number list meet your needs.” 2. Break Down the Customer’s Decision-making Process First principles reasoning works by breaking down a problem into smaller parts. Similarly, sales professionals need to handle the customer’s decision-making process this same way. The reason: Buying decisions today come from a group of stakeholders rather than one person. Therefore, it is the sales professional’s job to leverage first principles reasoning by breaking down the stakeholder group into its individualized parts.




Doing so allows the sales professional to accomplish three key goals necessary to advancing the sale. Identify the Source of Misalignment There are varying degrees of support for a solution across a group of stakeholders. Therefore, the sales professional must view the stakeholders as a set of individuals, rather than one entity. Each decision maker has unique needs, goals, and leanings. Each has a different set of biases. By exploring the perspective of each individual, the sales professional will be able to identify the source of misalignment: the stakeholder in opposition to the solution. By understanding where support is strong and where it is weak, the sales professional can address misalignment early. Build One Story Supporting.