Ask questions that will elicit deep insight into your customer’s needs and move your credibility rating from expected to exceptional.
Prospect, qualify, present and close. These are the basic elements of the conventional sales process that most sales organisations and salespeople still follow today. The conventional sales process is the most widely used selling paradigm for good reason: it works. That is, it works if you have a simple sale. Problem is, the world in which we sell has changed.
To maximise your opportunities, take time to understand the customer’s needs and concerns – and know when to walk away from a sale that is not good for either party.
The four phases of the Diagnostic Business Development system, discover, diagnose, design and deliver, offer a single customer-centred process to leverage opportunities in the marketplace.
If you are investing heavily in creating innovative and high-value solutions, but are not seeing the profitable growth you expected, value leakage could be sabotaging the execution of your strategy.
If you’re competing on price, you’ll never achieve maximum profitability. It is critical to make value creation everyone’s job.