Versature offers business phone solutions. Every business needs one, so that’s a plus as a sales person. But here is the thing about phone systems – if it works people see no need to change. Changing the technology used by your business takes time, research, and commitment. Most people wear various hats at their job and already put in more than the standard 8-hour work day to get everything done. So it begs the question most people ask me: “Why change if everything works?”
The Challenger Sale
I read a really great book on sales recently called The Challenger Sale by Brent Adamson and Matthew Dixon. It’s a great sales book, I recommend you all read it. Here’s a snippet from it:
“The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The author’s study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance only one – the Challenger – delivers consistently high performance.
Instead of leading with information about their company and its solutions, Challengers provide customers with surprising insights about how they can save or make money. They tailor their sales message to the customer’s specific needs and objectives. Rather than acquiescing to the customer’s every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.”
Being a Challenger means being inquisitive and uncovering what would make your prospect tick. It’s about listening and asking the right questions that help you gather information to better help your prospect.
The Art of Asking Questions
It took me a while to perfect the art of asking the right questions to reveal surprising facts about how our phone system can save or make a business money. If you are a salesperson looking for suggestions or a decision maker at your company wondering if you should move on, here are some questions to think about:
- What do you like/not like about [product]?
- Tell me about your business. Are you expanding, moving, etc?
- Are you a company that just sticks with status quo?
- Think about the changes in technology over the last few years. How do you know something has not emerged that would help your business?
- What integrations would help your business?
- What are you missing?
- What is your competition doing that you are not?
- What’s the last thing you changed about your office? Why?
What is great about these questions is that they get the customer on the other end of the phone talking and thinking! Once people are actually thinking about other options, it’s easier to get them to take a meeting with a salesperson to talk more. A lot of times the first meeting with a customer is about trying to find a good solution to the customer’s problems, not necessarily closing a sale. (Our Customer Success team lead, Tyler Cooper talked about this in his post.)
Things are Constantly Evolving
Sometimes though, the customer is still unsure of whether your product will really save them any money, time, resources, etc. Keep in mind, things are constantly evolving. Here are some examples:
- Coal worked really well to heat your house. It’s really inexpensive. Why did we all change?
- Power steering in cars used to be a luxury addition, but now it’s abnormal if a car doesn’t come with power steering.
- It used to be common to carry around spare change to make a call when you were out of the house, but now we carry our phone in our pocket.
There is always going to be a next best thing. Finally, always remember this when dealing with “Why Change?” clients: what can you teach them today that they didn’t know yesterday?
Thinking about whether you should consider changing your phone system? No pressure. It’s good to know what is out there. Start with asking the questions above or create a no obligation quote using our quote tool online.