Empower Your Sales Discovery in India with airSlate SignNow

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hey Folks it's been a while and it's really hard to stay away from LinkedIn videos to be honest the quarter end has kept me busy but back again and today I'm gonna be talking about one of the most essential topics as a part of our sales process today which is Qualification or as we like to call it discovery. Now while there are a variety of measures that exist that help us qualify a prospect basis Budget, Authority, Need or Timeline or Situation Process and Implication, need pay off more popularly called BANT or SPIN processes so to speak but the idea ultimately is that you don't want to make this process an interrogation for your prospects you know think from a buyer's perspective when they are talking to so many vendors and they have to give the same information out to each of the different vendors they speak to so my point here in this video is that how can you make it more interesting for them and make easy for you to have all the required information that you need to make your sales process effective but still not making it interrogative for the prospect or the customer now there are variety of ways in which you can do that. How we do that is let's think of ways beyond BANT and at Whatfix it's a very simple process that we try and follow where we try to wrap a story around the scheme of things you've got the use case already you've got the understanding or what's the pain point like now let's go beyond it and ask some questions like so I completely understand that you're looking at a product such as ours right now what was the trigger that got you interested in looking at us right now versus two months back or six months back ask them questions like what are the two most important implications or impacts are you expecting after implementation of our product? What happens if you don't go ahead and implement a solution such as ours? Now the impact that could be created by not implementing a solution such as ours how does that impact to your current scenario strategically? Now these are all open-ended questions in general and you will get tons of information out of your buyer in terms of them telling you their current scenario of where they are and where they want to be. Now here all these answers are basically giving you clues about how you have to sell it to them you don't really are pushing for a sale here but they are telling you why they want to buy your product and the entire process flows from there so you can take charge here get the understanding from your buyers and once you have that complete understanding tie it up to your product features functionalities and go about making that sale right. I hope this will help in general if you guys have specific talks around what are some of the other questions that would help users of course there could be so many scenarios we can talk about but I wanted highlight it in general that guys we have to think beyond BANT and SPIN. Everybody is doing that and unless you do something different it's hard to cut through the noise hope this helped. Would love to hear your thoughts in the comment section below and the look forward to it thanks a lot