How to Uncover Buyer Needs
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Understanding the needs of the buyer is the critical component of any sales process, and successfully doing so encompasses a wide spectrum of sales best practices. Joining us to shed light on this topic is Force Management Facilitator John Boney. In his first appearance on the Audible-Ready Sales Podcast, John hammers home the strategies necessary to get to the root of a customer’s pain. He discusses:
Here are some additional resources:
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.
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- The importance of active listening.
- Identifying patterns while refraining from assumption-making.
- Conducting a thorough needs assessment during a customer conversation.
- Dealing with a buyer’s resistance to questioning.
- The need for quantifiable metrics.
- The WAIT acronym: “Why Am I Talking?”
Here are some additional resources:
- Get MEDDICC Certified on Ascender!
- Selling to the CPO (Chief People Officer) | Ascender Insights Event
- Attaching to the Biggest Business Problem | Ascender Insights Event
- Selling to the CISO (Chief Information Security Officer) | Ascender Insights Event
- Active Listening | Ascender Course
- Executing Your Discovery Strategy | Ascender Course
- Overcoming Seller Deficit Disorder | Ascender Video
- Preparing for Sales Conversations | Ascender Video
- Improve Your Active Listening Skills | Podcast
- Sales Qualification Best Practices: How to Back up Your Deal | Podcast
Visit Ascender, a platform designed solely for salespeople who own a quota. If you enjoy the Audible-Ready Sales Podcast, Ascender is perfect for you! We put out content every day with insights to help you level up in your sales career.
Check out the platform here: https://my.ascender.co/Ascender/
Subscribe here: https://my.ascender.co/Ascender/PlanComparison
Check out this and other episodes of the Audible-Ready Sales Podcast on Apple Podcasts, Spotify, or our website.
288 episodes