Episode 68: Are Buyers Driving Without A License?

A buyer calls up and says he has thoroughly researched all of the solutions available and believes you and your company may be just what he is looking for. He just needs a demo and a quote and he'll be good to go. Good news? Not really. Only 26% of deals are won in this scenario. In this episode, Dan reveals that some buyers may think they know what they need but the sales rep's job is to take a step back and diagnose the situation much like a medical doctor would with a patient that comes in asking for a particular drug. One of the most difficult sales moves is to pull(gently) the buyer potentially out of his 'journey' and into your sales process. There is a multi point approach that is required when a sales exec encounters this type of buyer: 1. Find out where the buyer is in the process 2. Uncover his motivations and reasons for believing you can help him 3. Shift/pivot into Discovery/Assess mode uncovering motivations/issues 4. Validate that you can in fact help 5. Use phrases like, 'help me understand..." and "have you considered...?" 6. Value/Gap Sell based on your Discovery