The Situation
You want to be an effective Q4 customer-focused salesperson. Being Q4 means you present the solutions that your products or services can achieve. But it also means you are offering value — to meet both the tangible and personal needs of your customers. Further, it means that your collaborative style becomes part of that value. You want to be viewed as a problem-solver for your customers.
Jeremy makes these points part of his presentation, emphasizing them early on with prospects. Here’s an example of what he said on a recent sales call:
“Linda, I know my company can not only provide what you need, but also, we will customize our service. In fact, I personally will apply my experience so that you will not only have a reliable resource, I’ll be a partner to achieve the goals your company wants to attain when using my services.”
Linda listened patiently — well, mostly. When he moved on to specifics about his company, Jeremy felt he came across as sincere and helpful. He was ready to establish a productive working relationship.
Needs-Based Selling Approach
However, Linda begged off making a decision. She said she needed more time to decide. But Jeremy could sense she wouldn’t be meeting with him again.
He began wondering about whether the Q4 approach was working for him. If prospects supposedly want their personal needs satisfied, why aren’t they more interested when he tells them about his needs-based approach? What is missing from Jeremy’s Q4 presentation?
