Align Solutions to Needs - Improve Your Odds of Winning by 3x
New research reveals that sellers who align with buyers on the problem to be solved—achieving agreement on the problem statement—triple their chances of winning deals, yet only 45% of sellers do this effectively because they often assume buyers already know their problem, so high performers instead use problem-focused discovery with provocative questions and relevant insights to boost buyer confidence and differentiate their sales approach, as explained in a webinar by Tim Riesterer and Doug Hutton highlighting eight critical selling skills in the buyer’s decision process.
New research shows that when sellers and buyers are aligned on the problem that needs to be solved, it improves your chances of winning the deal by 3x. When you get agreement on the problem statement, it smooths out the sales process, boosts your buyer’s confidence, and you win more deals. Unfortunately, sellers get it right less than half the time (45 percent). That’s because they assume the buyer already knows what problem they need to solve. So, they approach discovery from a solution-fit frame of mind. High performers focus more on problem-minded discovery that prompts their buyers to think more critically about their current approach and the real problems they’re trying to solve.
In this webinar with Tim Riesterer, Chief Strategy Officer, and Doug Hutton, EVP of Customer Experience, you will learn how to:
- Share relevant data and unexpected insights that motivate buyers to change
- Ask problem-minded and provocative questions to differentiate your discovery experience
- Increase buyer confidence that they’re solving the right problems and that you’re the best solution
Buyer feedback from thousands of deals has revealed eight selling skills that represent critical moments in your buyers’ decision-making process. This is the fifth session in a series that explores each one.