If you want to be more successful in your prospecting efforts, you may first need to make a paradigm shift—rather than searching for new clients, focus on a client you already have, and then search for that customer’s true needs.
When you shift your focus to customer needs, three things happen:
- You automatically focus on the customer. Your empathy takes center stage, and you can create a trust-bond relationship with the prospect.
- You set yourself up for success because the client’s needs provide the focus, power, and direction for the rest of the sales process.
- You begin to maximize your opportunities with existing clients. The satisfied customers you have today represent a wellspring of new business opportunities.
Improve your needs analysis calls! Follow the steps outlined here: