The truth is that the majority of customers prefer to do nothing instead of change. In fact, a big percent of deals in the pipeline are lost to “no decision” rather than to competitors. Often, even if you sell a truly remarkable product, your buyers probably will not recognize the real value you offer to their organization. Finding the right person to talk to is also very important, you should not waste time talking to someone who does not make the decisions in the company, reach out to the decision-maker.
Customers do not buy products; customers buy the results that the product will give. To get prospects to leave their current Status Quo, technical sales reps need to tell a story that makes a compelling case for why they should change, and why they should change now. Start making a list of all of the benefits that your customer will love by using your product or service. If you have some sales references, or if you are going to have a sale on your product soon, do not forget to tell your customers about it.
Instead of just talking about what you do, and your solution applied to solve your customer’s needs, create a speech or presentation based on the buyer’s point of view that allows prospects to really understand the message of your value proposition. Winning deals is all about challenging the customer’s Status Quo, highlighting the benefits of switching to your solution.
Become trusted, be helpful and act like a consultant or advisor to your prospects. When you start your sales move, remember to relate to the problems or needs that the business is facing. Typically, the customer is looking to do one of these things: Increase their return on investment (ROI), reduce cost, increase efficiency or productivity, and reduce risk (in terms of financial, legal, or safety).