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Customers are ready to spend more time on the phone with sales teams who "gets it." These are the sales reps who get to discover the customer's real problem and help them problem-solve in new ways.

Yet, a great number of sales persons miss closing the sale and reaching their quotas. I recent study found that more than 57% of sales representatives are expected to miss quotas for the year. This can be a challenge more so with organizations developing resolutions that revolve around increasing sales metrics and implementing new technologies.

The traditional method of selling is not enough anymore today. The first thing a client needs or wants does not necessarily solve their core problem. A new method is now necessary that will require sales people to first diagnose the real problem before coming up with the solution.

This presentation provides sales teams and organizations an in-depth understanding of Problem-centric Selling and its 5 core elements:

1. Know key facts about the customer.
2. Understand the problems the buyer is facing.
3. Measure the impact of those problems.
4. Help identify the root causes.
5. Employ empathy.

The use of Problem-centric Selling enables sales teams to get critical information early on in the process and have the opportunity to use customer data the teams already have. Adopting the new approach will ensure sales managers and teams capture customers' interest, invest on their proposed solutions, and achieve sales targets.

This deck also includes slide templates for you to use in your own business presentations.

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Source: Problem-centric Selling PowerPoint document

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This business document is categorized under:
Business Framework Primers

File Type: PowerPoint (pptx)

Tag(s): Sales Management, Sales Strategy

Number of Slides: 20

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Upload date (first version): Mar 30, 2020

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