5 Tips for Sales Reps to Uncover Prospects' Needs and Connect Benefits to ROI
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Tie messaging back to ROI by asking prospects questions to uncover their challenges and desired outcomes in discovery calls.
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Avoid diving into product features and demos too quickly before tying benefits back to the prospect's needs.
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Understand decision-makers, timing, and next steps in the sales process.
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Ask what happens if the prospect's problem isn't solved to convey urgency.
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Success looks like quantifiable business outcomes, not just product features.