Unless your prospect shares a goal or a problem
with you he or she remains a suspect and not a
qualified prospect.
A critical success factor in
complex sales is to unearth signs and symptoms that
your prospect has a problem or an objective that your
product/service offerings could address effectively.
You can do many things to get prospects arrive
at a point where they share their business objectives
that your product can help them achieve.
The first thing is to prepare for prospect's
question -
"What makes you think we have got a
problem?"
For this you must have thorough knowledge of your
products/services. Not only that you also must be able
to communicate its value effectively.
Define and differentiate the features,
advantages and benefits
Identify the problems and business issues that
your product/service address for your prospect
Develop use cases for the prospect to translate
the benefits into quantifiable value provided to the
user
Overall, the advertising in Mood Indico published by Cerebral Works, Inc., was well worth the effort for our boutique IT executive recruiting firm. -- Lakshmi N. (Sam) Sampath Principal,The Rainfield Group LLC
