The Fire Time Podcast – Episode 34 – Understand Their Problem (Step 2)

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Most companies miss the most important step in the sales process because they are flying too fast. But the truth is that understanding the customer’s problem is the most important thing you can do if you want to have the opportunity to provide a solution. 

In today’s economy, salespeople are being pulled in a million different directions and our customers suffer from it because they simply don’t take the time.

In this episode:

• Learn why understanding a customer’s problem is more important than any other step in the sales process
• Understand how this step in the sales process builds trust and credibility like nothing else will
• Discover the three types of questions that you have to ask a customer understand the problems that they have

Don’t miss this conversation with Deb Hannig (Hannig Marketing) to learn what a salesperson needs to do if they want to connect with a customer like no one else and win their trust to make a sale.

This is Step 2 in our seven step sales process and it can’t be ignored. The next 5 episodes are going to build on this to flesh out a sales process that you can use right away to move the needle in your company.

The Fire Time Sales Process:

1. Greet the Customer
2. Understand Their Problem
3. Advise a Solution
4. Make a Plan
5. Call to Action
6. Pursue
7. Show Gratitude