Sellers must rediscover what solution benefits will matter to a changed customer. Doing so means learning to see the world through the buyer’s eyes.
In Richardson Sales Performance’s brief, How to Rediscover Solution Differentiators in a Changed World, we look at the three ways sales professionals can isolate the solution differentiators that truly matter to the customer.
We show how to:
- Adopt better listening skills to capture the customer’s current needs
- Learn the customer’s new ecosystem to better position the solution’s value
- Relearn the customer’s primary challenges and list of key players