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Otherwise what you're actually selling them isn't a priority, Kosakovsky said. When you do get those sales that are forced and they never use the product your churn rate skyrockets. Harris says successful salespeople care about their customers’ experience and customer journey and put their needs first. It's really important that when you hit a pain point you're not driving an agenda and I think buyers have smelled that, he said. You need to make a genuine effort to serve your customers. Become an Expert in Diagnosing Pain Point Selling is about identifying your customer’s pain points in a truly game-changing way because salespeople require a shift in perspective.

What do you want when you're a buyer, Harris asked through unfamiliar territory. Salespeople who can serve as coaches, ask in-depth questions, and insightfully diagnose common customer pain points are those who have customer knowledge, not just product knowledge. You need to be brutally aware of the costs and problems in your customer's world and the lack of your unique Email Marketing List capabilities, says Harris. Because that's what you're selling. You’re not selling a product; you’re selling a product. You are selling something of no value. Kosakovsky realized the importance of becoming an expert on buyer needs early in his career while selling marketing automation software. One time a CMO told me Jack you're a great salesperson but you don't really understand what I'm going through and you don't understand how to sell your product to me.



He then decided to learn as much as possible about everything a CMO does in their day including the marketing strategies they follow, their responsibilities, frustrations and needs. The really good salespeople are the ones who know their industry so well that people see them as experts, says Kosakovsky. Want to learn how to influence your prospects' buying decisions? Get inside your customers' heads and tap into consumer psychology with this guide to psychological sales. Work Email Me Email Check More Best Practice Guide Templates and E-Books Important Qualities of a Sales Superstar Recruitment Training Topics How to Be a Great Salesman or Saleswoman in Today’s Environment Big Deals of a Sales Superstar Quality Last Thoughts Sales Superstars are elite performers.