What does that look like in practice?
Posted: Mon Dec 23, 2024 4:06 am
If a ‘why change’ ‘challenger’ sales pitch peru phone numbers does its job, the prospect should be convinced that they have a problem that they need to solve. Then, you tell them about the solution that will fix their problem. Then you switch gears to ‘why us’ and show the prospect how the solution they need happens to match your solution very closely. And so by shaping the buying vision, with any luck, you end up with the inside track to making a sale.
sales process starting with the 'why change' presentation, the client realised they have a problem, the sales person offers the solution then the 'why us?' presentation and then the sale is agreed.
But having the inside track doesn’t mean running the race alone – most buyers will still go to look at who else is in the space, whether there are other vendors worth talking to, at which point you might need to gently remind your prospect of what it is you’re offering and why they would choose you over your competitors.
It sounds simple – straightforward even – but of course a lot of B2B sales decks are used to sell fairly complex solutions. Even when the prospect decides that they want to buy from you and not a competitor, there’s still a significant effort to work out exactly what to buy. Do you want the deluxe or the supreme? Should you get the ultra add-on or could you do without it? Is this feature worth paying extra for? It sounds ridiculous that you might lose a sale due to the complexity of your own products and services, but that’s what happens; prospects don’t buy because deciding what to buy is too tricky.
So how do you change your ‘Why us?’ sales deck to overcome indecision, defeat the status quo, and bring home that sale? How do you make buying your solution seem as low-risk as possible so that the prospect can’t help but say yes?
sales process starting with the 'why change' presentation, the client realised they have a problem, the sales person offers the solution then the 'why us?' presentation and then the sale is agreed.
But having the inside track doesn’t mean running the race alone – most buyers will still go to look at who else is in the space, whether there are other vendors worth talking to, at which point you might need to gently remind your prospect of what it is you’re offering and why they would choose you over your competitors.
It sounds simple – straightforward even – but of course a lot of B2B sales decks are used to sell fairly complex solutions. Even when the prospect decides that they want to buy from you and not a competitor, there’s still a significant effort to work out exactly what to buy. Do you want the deluxe or the supreme? Should you get the ultra add-on or could you do without it? Is this feature worth paying extra for? It sounds ridiculous that you might lose a sale due to the complexity of your own products and services, but that’s what happens; prospects don’t buy because deciding what to buy is too tricky.
So how do you change your ‘Why us?’ sales deck to overcome indecision, defeat the status quo, and bring home that sale? How do you make buying your solution seem as low-risk as possible so that the prospect can’t help but say yes?