solution Archives - Grolistic

What Customers Value

March 12, 2019 by Bob Schultek

A customer’s inquiry typically solicits a resolution to a stated, short-term problem. If your solution relieves the customer’s immediate pain, without contributing to their long term progress, then you’ve produced transactional value like any other commodity. And you’ve wasted an opportunity to reveal your organization’s experience, expertise and competency in a way that differentiates your business. But, if prior to proposing your solution, you discover why resolving the customer’s need would contribute to their success, then your …

4-Part Sales Discovery Motivates Action

January 14, 2015January 14, 2015 by Bob Schultek

The most critical part of any sales process is Discovery – seeking to uncover a prospect’s needs and goals. Prospects become customers once they confirm that you have heard their story, can meet their goals as well as their needs, and could actually exceed their expectations. Productive sales Discovery does much more than uncovering a prospect’s needs and goals. It: Encourages prospects to do the talking; Provides an opportunity for you to demonstrate empathy; Enables …