Three Questions That Will Help You Close Your Sales Opportunities

Understanding your customer’s minimum requirements and decision criteria is a fundamental component to any successful sale. If your buyers want to achieve specific Positive Business Outcomes, then there are a set of Required Capabilities that need to be in place with any solution they consider.

Consider a deal you are working on right now. Ask yourself these three questions:

1. Do the Required Capabilities describe the minimum requirements that are necessary to move the customer from the “Before Scenario” to the “After Scenario?” 
2. Are they compelling enough for your buyer to take the next step? Remember, “no decision” is often one of our strongest competitors. 
3. Have you explained your differentiation in a way that maps back to the required capabilities and has meaning to the customer?

In any customer conversation, you need to make sure you are articulating your customer’s needs in a way that accounts for the required capabilities and demonstrates the Positive Business Outcomes that he/she is trying to achieve.

Positive Business Outcomes are also a critical step towards measuring success. Watch Force Management’s John Kaplan explain the importance of asking the question “So What?” in your sales conversations.