Always Aligned (A): To stay relevant with your customers, you must align your business goals with their changing needs. Make sure you present your company and solutions as directly useful to helping them solve their unique problems so they have every reason to choose you over your competitors.
Raise Priority (P): Figure out all of their challenges and the priority of solving each one. Conceptualize which are the most urgent and which they think should be dealt with later in a parallel list, and identify where your product/service can help with these problem areas. Don’t stop there though. You need to take action to raise their sense of urgency for the problem at hand. This can be by pointing out the negative impact of not solving it soon, hosting a limited-time event and giving them FOMO, or proactively setting a timeline to identify when they can and should adopt your solution.
Furthermore, Konrath asserts that in the B2B buying process, there is not just one “buy or not buy” decision.
1. Will you allow access. Customers must first decide if they want to meet with you and hear from you. To get to this stage, you must first understand their needs, provide a compelling value denmark telegram number database proposition, and get them interested in your product. When you first reach out on the phone, achieve these three things before trying to schedule a meeting.
2. Commitment to change. Next, you must convince your customers that it’s critical for them to break away from their current situation. To change their mindset, you must prove to them that doing business with your company will have a significant positive impact. Through concrete data and case studies, you can show exactly how your solution solves their problem, and the benefits they gain from it.
3. What resources to choose. Now that the customer is open to the possibilities and realizes the urgency of the problem, you must convince them to adopt the solution. Continue to guide them through the process and try to highlight the differentiating points of your product to convince them that this is the best solution for their business.
Summarize
If you’ve been doing sales one way for a long time, it might be difficult to completely rethink your sales approach, but I still recommend that you think about different ways to do sales and see if you can take bits and pieces from the methods I’ve covered today and apply them to your current methods to gradually start improving them. For example, if you want to move toward creating an inbound sales process, then you could start by creating a system to qualify leads before approaching them. These small changes can help you build a more efficient and successful sales team and contribute to your long-term business growth.