What Inspired You to Get Where You Are?
Posted: Mon Jan 06, 2025 4:31 am
Sales is all about relationships, and relationships are all about people. So take a moment to connect with your buyer on a personal level. Ask about their journey, their inspirations, their challenges. Let them know that you care, and watch as that connection turns into a lifelong partnership.
When to ask: Personalize the discovery by making a connection. botim database This question can come after a more general "getting to know you" introduction. It's a great way to break the ice and establish rapport.
Decoding Responses
Buyer influenced by a mentor/role model: For example, a customer sharing that their success is driven by a mentor who helped them navigate a challenging industry, connect by sharing your own story of mentorship or admiration for someone influential in your field. Use this connection to illustrate how your product/service embodies the same values and guidance their mentor provided, positioning it as a natural extension of their journey.
Buyer who overcame obstacles: If they talk about overcoming a major industry shift or recovering from a failed venture, emphasize your solution's resilience and adaptability features. Share success stories of clients in similar circumstances who achieved remarkable results with your offering, reinforcing your commitment to empowering them through future challenges.
3. Outcome-Oriented: How Do You Define Project Success?
The customer's definition of success may not always align with yours. To deliver an effective solution, you need to understand what success looks like for them. By establishing clear goals and milestones, you can measure progress and demonstrate value throughout the process. This alignment can also set realistic expectations and avoid potential miscommunication down the line. So, find out what they're really after, and then go above and beyond to deliver it.
When to Ask: Inquire on this topic after learning about the customer's goals and pain points but before proposing solutions. Call out these KPIs during the solutioning phase to ensure that the proposal aligns with the buyer's definition of success.
When to ask: Personalize the discovery by making a connection. botim database This question can come after a more general "getting to know you" introduction. It's a great way to break the ice and establish rapport.
Decoding Responses
Buyer influenced by a mentor/role model: For example, a customer sharing that their success is driven by a mentor who helped them navigate a challenging industry, connect by sharing your own story of mentorship or admiration for someone influential in your field. Use this connection to illustrate how your product/service embodies the same values and guidance their mentor provided, positioning it as a natural extension of their journey.
Buyer who overcame obstacles: If they talk about overcoming a major industry shift or recovering from a failed venture, emphasize your solution's resilience and adaptability features. Share success stories of clients in similar circumstances who achieved remarkable results with your offering, reinforcing your commitment to empowering them through future challenges.
3. Outcome-Oriented: How Do You Define Project Success?
The customer's definition of success may not always align with yours. To deliver an effective solution, you need to understand what success looks like for them. By establishing clear goals and milestones, you can measure progress and demonstrate value throughout the process. This alignment can also set realistic expectations and avoid potential miscommunication down the line. So, find out what they're really after, and then go above and beyond to deliver it.
When to Ask: Inquire on this topic after learning about the customer's goals and pain points but before proposing solutions. Call out these KPIs during the solutioning phase to ensure that the proposal aligns with the buyer's definition of success.