Go online and read the community engagement. Without needing to investigate further, they can easily relay commonalities between their clients to shed light on their behavior and intent. They work with the clients post-purchase and have first-hand experience with customer feedback. You can also learn more about your existing customers by talking to customer success or account management teams, for example. Use their responses to guide your sales pitch, better address your target prospects’ needs and position your product as the ultimate solution. These answers will help you to build relationships that move prospects along the buying journey, as you’ll have a deeper understanding of your target market’s demographics and your ideal customer profile (ICP) goals.

What were their biggest pain points before the purchase and why did they choose your product as the solution? How has it helped them specifically solve their problem? Ask them specifically why they wanted or needed your product and how they feel since making a purchase. Your customers are your best resource as they’ll often provide honest, straightforward feedback.

You can do this via email, phone calls or in-person meetings. When prospecting, conduct thorough research on your buyer persona and their decision-making process. You need to fully understand your customer so you can genuinely add value to their lives. Putting this sales tactic into practice takes time and effort. This simple tactic will help you avoid a salesy tone and make potential customers trust you more. Explain to them how they’ll be able to pay their bills on the go or make international bank transfers from the comfort of their home. Instead of telling prospective customers about the app and its features, focus on how it can make a positive difference in their lives. Let’s say you’re working in the sales department of a bank and your company has recently launched a mobile app. So, how do you explain the benefits of your product?

People pay attention to solutions and benefits, not features. It’s also important to remember that no one wants to be sold to. It’s risky to make assumptions about your customers as one wrong move can have them running off to your competitors. However, if you skip this step and jump right into selling, you’ll just be shooting in the dark.

Modern combat versus revenue