Brief: When Customers Don't Care About Your Product
Customer conversations
What’s Inside
Having a great product is not enough. Customers are pressed for time and distracted by time-sensitive demands. Additionally, competitors are leveraging advancements in technology to offer similar products.
The solution: sales professionals need to articulate the value of the solution in a way that traces to the customer’s specific needs.
Here, we look at ways to do that by:
- Leveraging insights gained through questions
- Developing a value statement
- Using the “framing effect” to provide the context that puts value in relative terms
- Taking the time to understand the customer’s nuanced differentiators
Resources You Might Be Interested In
Webinar Recording: Effective Coaching Strategies that Unlock Seller Performance
Download a copy of our webinar where we explore the difference between management and coaching, why coaching-specific training matters, how to use data to uncover coaching opportunities, and more.
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White Paper: The Coaching Efficiency Paradox
Learn why effective coaching transforms sales teams how top-performing organizations leverage coaching for success.
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White Paper: Accelerating Sales Performance with AI
Learn how organizations successfully set themselves up for future success by embedding AI into their sales processes.
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Learn More: Sales training content that improves performanceGrounded in behavioral science, our Connected Selling Curriculum addresses all selling roles and all phases of the sales cycle to give your team the right learning at the right time.
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Professional services tailored to your needs
Learn More: Professional services tailored to your needsWe define and target the most critical selling behaviors your team needs for sales success in your market and offer customized sales training, coaching and consulting.
