Too often salespeople reach out to clients with no understanding of the problems their customers and prospects are dealing with. When this happens, salespeople are left feeling around in the dark, looking for a problem.
You have to understand your clients' pain points BEFORE you pick up the phone. In a B2B sales world, it’s critical.
The A Sales Guy Consulting Problem Identification Worksheet provides an easy way to identify the key problems your clients and prospects are facing, the resulting impact to their business and goals, and what you know about each problem (the root cause, possible solutions, etc.). Do you know enough about each issue to be the solution?
Read more in Keenan's blog post: Grow Sales Through Your Customers' Pain.