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Five Key Elements of Problem-Centric Selling
When it comes to winning over customers, sales teams need to adopt a new approach.
- Executing Strategy
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Many companies are just like us, and the start of the new year means making their own resolutions as organizations. Often these revolve around increasing their sales metrics and implementing new technologies. But one of the most effective goals is much simpler — something they can, and should, start doing for free.
After 20 years of working in sales, including eight years running my own consulting practice, I’ve discovered that a simple test can help transform how sales teams operate. In fact, I recommend that teams encourage their managers to give them this test.
You may be wondering why we should add a test on top of what are often already heavy burdens for sales teams. The answer: because many teams miss their quotas. In fact, in 2018, Salesforce found that more than half (57%) of sales representatives expected to miss quotas for the year.
The Challenge
The test involves having a manager look at a salesperson’s notes about prospects listed in the salesperson’s customer relationship management (CRM) platform. Without providing names or any identifying information, the manager reads back the notes to the employee.
The employee then tries to identify each prospect based just on that information alone.
I often find that salespeople can’t identify many or most of their clients. And it’s not due to a lack of effort or engagement with the clients. Rather, it’s most often due to a lack of asking clients the right questions and getting the right information to drive sales.
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Problem-Centric Selling
Often, managers are directing their sales teams to focus on determining their prospects’ needs. This advice often boils down to: Ask the client questions, listen to what they say they need or want, and recommend a solution.
The problem is this traditional method is not enough. In many cases, the first thing a client needs or wants doesn’t necessarily solve their core problem. This new method means salespeople must first diagnose the real problem, as in many cases the potential buyer cannot yet articulate it themselves.
An experience I once had as a customer helped open my eyes to this phenomenon. In the early 2000s, I had a then-popular PalmPilot. While in Boston for a conference, I realized the battery had died, and I didn’t have my charger. I walked into a store and asked whether they had one.
About the Author
Keenan is CEO of A Sales Guy Inc. and author of Gap Selling . He tweets @keenan .
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Quiz 4: Developing Service Products Core and Supplementary Elements
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SM_Chapters 3&4
10 questions
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The objective of internal corporate analysis is to identify the organization’s resources, any limitations or constraints, its goals, and how it values shape the way it does business.
The best way to anticipate possible competitive responses is to identify all current or potential competitors and to put oneself in their own management’s shoes by conducting an internal corporate analysis for each of these competitors.
A fully-focused organization concentrates on a narrow market segment, but has a wide range of services.
Market analysis addresses all of the following factors EXCEPT ____________.
Overall size and growth of the market
Customers in the market
Margins and profit potential
Demand levels and trends
A customer-driven services marketing strategy includes all of the following except ____________.
customer analysis
analyzing market segments
handling customer complaint
articulating desired position in the market
____________ supply the central, problem-solving benefit that customers seek.
Core products
Supplementary services
Delivery processes
Sustaining processes
Supplementary services play an important role in differentiation and positioning when core products become commoditized.
____________ represent a special type of order taking that entitles customers to a specific unit of service.
Suggestions
Reservations
Repossessions
The sequence of arrangement of eight petal of Flower of Service may vary.
What are the components that the value proposition must address?
Core product
supplementary services
delivery process
All of the above
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QN=2 _____ supply the central, problem-solving benefit that customers seek. a. Core products b. Supplementary services c. Delivery processes d. Sustaining processes e. Conditional services. b. QN=3 _____ augment the core product, both facilitating its use and enhancing its value and appeal. a.
_____ supply the central, problem-solving benefit that customers seek. a. Core products b. Supplementary services c. Delivery processes d. Sustaining processes e. Conditional services (a; Easy; p. 89) _____ augment the core product, both facilitating its use and enhancing its value and appeal. a. Core products b.
Study with Quizlet and memorize flashcards containing terms like _____ is not a facilitating service. a. Information b. Order taking c. Marketing theories d. Billing e. Payment, _____ supply the central, problem-solving benefit that customers seek. a. Core products b. Supplementary services c. Delivery processes d. Sustaining processes e.
Central component that supplies the principal, problem-solving benefits customers seek Supplementary Services Augment the core product, facilitating its use and enhancing its value and appeal Delivery Processes Used to deliver both the core product and each of the supplementary services
Problem-Centric Selling. Often, managers are directing their sales teams to focus on determining their prospects' needs. This advice often boils down to: Ask the client questions, listen to what they say they need or want, and recommend a solution. The problem is this traditional method is not enough. In many cases, the first thing a client ...
" Central component that supplies the principal, problem-solving benefits customers seek ! Supplementary Services " Augment the core product, facilitating its use and enhancing its value and appeal ! Delivery Processes " Used to deliver both the core product and each of the ...
Questions and answers chapter developing service concepts: core and supplementary elements general content multiple choice questions supply the central, Skip to document University
_____ supply the central, problem-solving benefit that customers seek. (Multiple Choice) 4.9/5 (9) Question 1 . Correct Answer: Verified. A. Choose question tag. Discard Apply . The order-taking process should be _____, _____, and _____ so that customers do not waste time and endure unnecessary mental physical effort. (Multiple ...
1. _____ supply the central, problem-solving benefit that customers seek. a.Core products b.Supplementary services c.Delivery processes d.Sustaining processes e.Conditional services (a; Easy; p. 111) 2. _____ augment the core product, both facilitating its use and enhancing its value and appeal. a.Core products b.Supplementary services
_____ supply the central, problem-solving benefit that customers seek. a. Core products b. Supplementary services c. Delivery processes d. Sustaining processes e. Conditional services _____ augment the core product, both facilitating its use and enhancing its value and appeal. a. Core products b.
Question: "A ..... (1) component of service products is the central component that supplies the principal problem solving benefit that customers seek. Such as a hotel offering ..... (2)". Please fulfill the above blanks with THE MOST appropriate choice among the alternatives below.
Study with Quizlet and memorize flashcards containing terms like Which is not a form of supplementary service for a luxury hotel? a. Room service b. Reservation c. Check-in/Check-out d. Scheduling, ____________ supply the central, problem-solving benefit that customers seek. a. Core products b. Supplementary services c. Delivery processes d. Sustaining processes e. Conditional services ...
_____ supply the central, problem-solving benefit that customers seek. (Multiple Choice) 4.6/5 (8) Question 9 . Correct Answer: Verified. Access For Free. Which is not a form of supplementary service for a luxury hotel? (Multiple Choice) 5.0/5 (5) Question 10 . Correct Answer:
The central, problem-solving benefit that customers seek from a business is typically provided by its core products. These core products are a reflection of a business's core competency, which often underpins its competitive advantage.
2. _____ supply the central, problem-solving benefit that customers seek. a. ... due to these services all the core set of benefits will be delivered to the consumer along with the additional benefits, Further it will create the reputation and goodwill, fame of the company or organization in the external market due to providing the extreme ...
View Notes - Review exam #2.docx from MKT 3350 at Texas State University. Supply the central, problem solving benefits that customers seek? Core products Which of the following is NOT one of the ways
_____ supply the central, problem-solving benefit that customers seek. Core products. Supplementary services. Delivery processes. Sustaining processes. 7. Multiple Choice. Edit. 30 seconds. 1 pt. Supplementary services play an important role in differentiation and positioning when core products become commoditized. True . False. 8. Multiple Choice
_____ supply the central, problem-solving benefit that customers seek. A)Core products B)Supplementary services C)Delivery processes D)Sustaining processes E)Conditional services
Học với Quizlet và ghi nhớ các thẻ chứa thuật ngữ như 1. ____________ facilitate use of the core product and add value and differentiation to the customer's overall experience. a. Fixed services b. Value-added provisions c. Marketing theories d. Supplementary services e. Service providers, 2. ____________ supply the central, problem-solving benefit that customers seek. a. Core ...
_____ supply the central, problem-solving benefit that customers seek. a. Core products b. Supplementary services c. Delivery processes d. Sustaining processes e. Conditional services _____ augment the core product, both facilitating its use and enhancing its value and appeal. a. Core products b.
Học với Quizlet và ghi nhớ các thẻ chứa thuật ngữ như QN=1 ____________ facilitate use of the core product and add value and differentiation to the customer's overall experience. a. Fixed services b. Value-added provisions c. Marketing theories d. Supplementary services e. Service providers f., QN=2 ____________ supply the central, problem-solving benefit that customers seek ...