Ever spent hours crafting a compelling sales proposal, only to receive a lukewarm response? It can be frustrating, but the reason might run deeper than you think.
Often, it comes down to the customer’s perception that your offer doesn’t clearly align with their most important goals.
Why is connecting to a customer’s goals so crucial?
To understand why this is so important, let’s take a step back.
When a customer is about to make a purchase, they need to be able to justify it internally. They need to explain to their managers, colleagues, and other decision-makers why they’re choosing your solution.
Even if your product or service is fantastic, it won’t be prioritized unless it can be tied to the company’s objectives or perceived problems.
It’s incredibly easy to get stuck in your own perception of what your solution means. But the same solution can mean different things, and hold different values, depending on whose perspective you’re taking.
For example, a car with a powerful engine means fun driving for one person, while for another, it means safe overtaking. Providing the right arguments to the right customer is crucial to increasing the willingness to buy the car.
The same applies to B2B sales.
To succeed with your sales proposals, you need to go beyond just talking about your product or service, expected ROI, potential cost savings, or how satisfied previous customers have been with your solution.
You must also clearly explain how your solution can help the customer achieve their specific goals or solve their specific challenges.
Remember: When companies invest in new solutions, they’re looking for tools that help them achieve their specific results.
Your potential customers don’t care about your product or service. They care about their goals and problems.
If you focus on yourself, your service, or product, it will be difficult to convince the customer that you genuinely want to help them.
#sales #businessdevelopment #shifthappens #salestips #customerfocus
Here you can read more about how to develop your sales to business customers.
