Apparently, far too many sales and presales folks! Many sales leaders remark that “failure to uncover the value” is one of their sales teams’ biggest weaknesses.
Why don’t sales teams pursue this information? I’m not sure…! It could be a lack of training or practice, but I often hear sales reps and presales people comment that “they are uncomfortable asking those kinds of questions…”
Given that “Insufficient Perception of Value” is one of the three typical reasons for No Decision outcomes, perhaps a change is in order.
When you are Doing Discovery, remember to get the Delta: the specific value associated with making the change.
Let’s all stop being afraid of asking prospects about specific value elements!
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