“Learn the problems, study those problems, write them down. Discussed in with colleagues, practice just like an athlete.” – Denis Champagne in today’s Tip 562
How do you understand your clients’ problems?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Denis Champagne is back. As the President of Lotus Communications, Denis has generated millions of dollars for his clients based on his own prospecting efforts and he also trains and coaches others to gain access to the C Suite. Here he is:
Denis Champagne: Hi everyone! Today, I want to share with you a super important new concept. It’s called Understanding Your Clients Pains. And I’m not talking about the traditional let’s talk about pain points. Today, executives, if you’re calling the C suite, want to make sure that if you’re going to take time from them, you need to understand viscerally and deeply and broadly their issues, their problems. It’s not enough to know your functions and features and benefits of your solutions before.
You’ll go into deep dive into their problems, the best way to do that is to write down like I do when I train salespeople is to sit back, think through all of the pervasive issues, all of the problems and obstacles that stops them from accomplishing their tasks. If they have issues and they have problems, they want a solution. So the best way for you is to become an expert and their problems know them deep down, upside down, crosswise every way. So you can discuss calmly, eloquently, freely the way you talk because you’ve thought it through. You wrote it down. You exercise and practiced. So when you have a conversation with an executive about some of their strategic challenges, problems, you know what you’re talking about.
And you know what happens? You earned the right to have a conversation with them at a deeper level. Executives want to save their time. They don’t want to waste it. So if you’re going to call them, my suggestion to you is enlighten them, know their problems better than them. So when you have a conversation, you’ve earned the right to discuss with them. So my message to you today is learn the problems, study those problems, write them down. Discussed in with colleagues, practice just like an athlete. Sales are an athletics. You’re an athlete. You’ve got to train. It’s not just enough good to do exercise. Practice it and then call, reach out, and the best way possible and multi-touchpoint and talk and enlighten them about their problems.
Then, be sure to come back tomorrow for another great sales tip. Thanks for listening!