Changing the Sale – By connecting business provocation to your value proposition – successful sales people achieve this crucial linkage!
Congratulations, you have identified a potential customer is in the market looking for a product that looks and behaves just like yours. The real question you should ask yourself, and the most overlooked question by most sales people is “understanding”: “Why the customer is looking for the product in the first place?”
When faced with a potential sales situation, try “connecting” with the customer with these two steps:
1. Discover the “business provocation” – the business Issue the customer wants your product to address.
2. Once you determine the reason the customer is buying a product, then develop your value proposition to address these defined customer needs.