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Gap Sell Keenan #68 - But What's the Problem

Gap Sell Keenan #68 - But What's the Problem

Gap Sell Keenan vor 2 Jahren

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36:29

Podcast

Gap Sell Keenan

74 Episoden

A REAL, LIVE sales call where a salesperson tries to Gap Sell Keenan their product or service.

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Podcast aneignen

You’ve prospected well, you’ve set a meeting, you think it goes
well, but the buyer disappears after. What happened? You botched
it somewhere. A lot of sellers fail to effectively communicate
and highlight the buyer’s problem. You’ve created a scenario
lacking in urgency. The buyer is not going to be motivated to
change, nor are they going to believe that they need whatever
you’re selling.

Closed won sales are built upon understanding the buyer’s
perspective. When a seller fails to highlight the buyer’s
problem, it’s likely because you don’t know enough about the
problems you can solve or the buyer’s situation.

You must create a sense of urgency to motivate change in a buyer.
Buyers will remain in a state of complacency or continue along
with the status quo believing that their current process is
adequate. They may not see a reason to change, improve, or
explore a new opportunity. You need to push these buyers to
challenge their current assumptions and make them aware of the
true costs of inaction. Not by presenting a solution, but by
highlighting the magnitude of their inaction.

In this episode we see an example of that. Our seller does not
highlight why Keenan and ASG should focus expansion on
international markets. There is no highlight of a problem that
Keenan and ASG are currently facing.