Understanding Customer Pain Points
Business 2 Community, February 7th, 2020
February 7, 2020,
Volume 263, Issue 1

We have great first meetings. We understand the customer pain points, we talk about how our solution can help them... But after the first meeting, they go dark

"This morning, I had a conversation with an entrepreneur. He was building the sales capability, scaling the growth of the company. He discussed a problem I hear from too many sales people:

'We have great first meetings. We understand the customer pain points, we talk about how our solution can help them.. But after the first meeting, they go dark. When we finally get them to respond, they've shifted their focus to the latest crisis... How do we keep them focused on the issues we discussed?'

It's a common problem. Sales people have great first meetings, but they lose momentum. The customer's attention gets diverted, they move on to the next thing, their priorities shift. Often, sales people have to start all over, establishing pain.., but the cycle repeats itself..."

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