Needs and Challenges: Delve for the Whole Story

When you move into the Needs and Challenges in selling (Stage Two of the OpenDoor Lead2T™ Consultative Sales Process) – this is where effective, consultative selling begins. It’s critical that you uncover the full complexity of what your prospects and their companies are facing and begin to identify your value proposition.

Don’t assume that your key contact has full comprehension of the impact. It may in fact be the case, just be sure to clarify that.

At this stage, take your time. It isn’t about rushing to solutions – and outlining your features and benefits. It’s about listening intently and asking probing questions that deepen your understanding about the impact of their problems on them or their business as a whole.

Follow a two-pronged approach when gathering needs, engage with:

1. Those who influence the decision — they often see angles the primary buyer doesn’t raise – and will contribute to your enhanced understanding of the business and how it might relate to what you offer. Don’t forget the financial person(s) who hold the purse strings.

2. Those who will be impacted by the decision — their day-to-day perspective adds insights others may overlook. They may not have any influence with the purchasing decision but your solution may affect them significantly. Strive to understand your value for them as well.

Bringing those viewpoints together gives you a more complete picture. It also allows you to “play back” in your own words – a thorough understanding of everyone’s daily challenges. This reinforces the trust you’ve built and positions you to move forward and maintain sales momentum in the most effective way to demonstrate your value.

This will pave the way for you to move more naturally into the next state of discussion – Budget and Decision.

If you’d like more details, head to my Substack account to read my latest KEYnotes article on Needs and Challenges in Lead2T™ Consultative Sales Process.