One of the most interesting things I find when working with sales professionals is the lack of any confirmation of the degree of a customer problem. Or, in some cases that the customer even sees a situation as a problem. Therefore, it is very important for B2B sales people to confirm an understanding of the degree of a customer’s problem.
Here is the fact, if the customer does not see an issue as a problem, then there is really no good reason to take action on the issue. Customers and prospects have too many other things to deal with on a daily basis, therefore, if they don’t see a problem – no reason to fix it now.
The issue is two fold…