In the world of technology equipment sales, no one's life will be lost if the wrong recommendation is made. However, the bottom line concept on discovering and positioning a financial recommendation for security, AV, IoT, voice, video, data, etc. technology equipment for your prospect is the same. Unfortunately, many sales reps commit the sin of solving before discovering or offering every financial remedy available without rhyme or reason.
Ask Good Discovery Questions That Power Up Your Position
Unlocking the answers to the right questions early on in the sales process can be the key to setting yourself up to successfully sell a total technology solution and differentiate you from the competition. The more you can uncover about your customer's business, financial, and technical needs and concerns, the better you can suggest the right how to buy options in your proposal.
We have formulated these 8 Solution Sales Positioning Questions as a guide to help you stimulate your prospect's thought process so you can position the right how to buy recommendation for your customer. The questions address planning, procurement, and service needs based on the past, present, and future needs of the customer. Ask these questions early on in the sales process and set yourself apart from the competition by pairing the technology equipment solution with the perfect how to buy recommendation that suits and anticipates their current and future business needs.