Develop Dissatisfaction to the Point of Action
There are endless reasons why a potential buyer may be looking for a new software solution, but it usually involves some level of dissatisfaction with the current solution.
Unfortunately, dissatisfaction alone is not enough to close a sale.
Deals can stop because the financial decision maker feels there are other priorities, or because someone on the purchasing committee does not believe there is a real need.
To combat that, you must develop dissatisfaction to the point of action.
Using all ten questions on the Need Diagnostic, work with the buyer to explore the:
- Underlying need
- Root causes of dissatisfaction
- Impact of dissatisfaction on enterprise priorities or strategic goals
- Cost of status quo
- Personal and emotional priorities of the buyer.
By understanding the full situation, you can begin to quantify dissatisfaction and work with the buyer to agree to a Mutual Action Plan.