Learn to Diagnose the Root Cause with A Sales Growth Company
Learn to Diagnose the Root Cause with A Sales Growth Company At the heart of every buyer’s problem is a root cause. If you can diagnose and sell to this root cause, you vastly improve your chance of landing the sale. Even though diagnosing the root cause is easier said than done, A Sales Growth Company can teach you and your team to do it with precision. Thanks to SaaS and B2B sales training from A Sales Growth Company, getting to the root of your buyer’s struggles can be just another part of your successful sales process.
Their revolutionary Gap Selling method will change the way you look at sales and can help you overcome many of the challenges facing salespeople today. Here’s some more information about diagnosing the root cause of a problem, how it affects your buyers, and how you can leverage the gap to improve your sales. Your Buyer Has a Problem You Must Diagnose The first step to identifying a root cause is to diagnose the symptoms of the problem and then dig deeper. For example, when you go into a doctor’s office, they don’t immediately try to diagnose you and start recommending treatments. Instead, they ask you what your symptoms are. You haven’t been able to eat anything lately, and so your body is starting to hurt. That’s the problem and the associated symptoms. A Sales Growth Company can help you and your sales team adopt sales methodologies that look a lot like this. You need to discover the problems in the business before you can begin selling to them.
Dig Deeper and Identify the Root Cause of the Problem What does your doctor do next? They try to figure out what is causing your problem through indepth questioning and testing. This line of questioning leads them to the determination that you have an infection and that’s what’s causing your other symptoms. Similarly, learning Gap Selling from A Sales Growth Company can help you make a deep discovery like this with your buyers. The key is to keep asking specific questions until you’ve found the root cause. You should never be satisfied with a “we are losing revenue” or other surface-level answers. You should get to something impactful like “We struggle maintaining the 50% customer return rate we expect. This is mostly because our email software doesn’t automatically contact previous customers.” Now you have a root cause to diagnose. The problem is losing revenue, but the root cause is actually their email system. Luckily for them, that’s just what you offer, and you now have the information you need to sell to the gap between their current and future states. The Benefits of Finding a Root Cause in the Gap Selling Method If you are just selling to solve a problem, you aren’t going to make it very far. You need to address the root cause. If the doctor prescribes you some medicine to address the symptoms, you might be satisfied for a week or two. But ultimately, your symptoms will pop back up because the doctor never addressed the underlying source. Once the doctor knows the cause of your discomfort, you are willing to do anything to find a solution. Similarly, when discovering the root cause of your buyer’s problems, you can accurately show them how you will eliminate the problems all together. A Sales Growth Company can help you use this gap between their current state and future state to become an expert at objection handling in sales. If you can discover the root cause, you can illustrate how you can help cure it. This is a superpower in sales. You can now clearly sell a solution that the customer needs. Learn to identify root causes in your sales discovery at https://salesgrowth.com/ Original Source: https://bit.ly/3L1vj8s