" How do you feel about the amount of time it currently takes you to fill open positions?".If you can do that, you can frame yourself as an interested, consultative, helpful figure who's equipped to help your prospect navigate their unique problems and concerns. Try to come up with at least one or two thoughtful questions for every challenge you've decided to reference. Take a close, thorough look at the pain points you've identified when developing your questions. Those kinds of lines of questioning demonstrate sincere interest, show that you've done your research, and indicate that you actually believe that your solution is the best possible one to suit your prospect's needs and interests.
The ability to ask thoughtful, probing, insightful questions is the mark of a truly exceptional salesperson.
Take the solution you selected and then think about the buyer that you are planning on talking to. Hiring managers at mid-size SaaS companies 3. Remember, sales is a personal practice, so gather as much personal insight as you can when putting your script together. Conduct research that covers the challenges they face in their role, their competitive landscape, the issues their company is dealing with, and other factors that can shape relevant questions and talking points. Though you can try to create a one-size-fits-all sales script that appeals to several kinds of prospects, you're better off tailoring your questions and points to suit specific buyer personas.
Hone in on your target audienceĭifferent prospects in different industries holding different positions are bound to have different needs and preferences. Stick to the offering that best suits your prospect's needs - project confidence in a product or service, and show that you understand your potential customer's circumstances. Bouncing from solution to solution, clumsily saying, "Well actually, this could work for you too," over and over again makes you seem unfocused and impersonal. Start by identifying the product or service you would like to ultimately sell to the prospect. Identify a product or service to focus on