What are the most effective ways to handle a prospect asking for better productivity or efficiency?

1 Understand their pain points

Before you can answer their question, it's important to understand what their specific pain points are and how they affect their productivity or efficiency. To do this, ask open-ended questions that probe deeper into their challenges, goals, and expectations. You could inquire about how they measure their productivity or efficiency, what factors hinder them, how much time and money they lose due to low productivity or efficiency, the consequences of not improving their productivity or efficiency, and the benefits of achieving higher productivity or efficiency. By asking these questions, you can uncover their needs, motivations, and priorities and tailor your response accordingly.

2 Show them the benefits

Once you have a clear picture of their pain points, you can demonstrate how your product or service can help them solve them and achieve their desired outcomes. Instead of focusing on the features or specifications of your solution, emphasize the benefits and value it can deliver. For instance, you can explain how your solution can automate and streamline workflows, enhance collaboration and communication, and optimize resources and processes. To back up your claims, provide stories, testimonials, case studies, or demonstrations to show them real results that your solution has produced for similar customers.

3 Overcome their objections

Even after you have shown them the benefits of your solution, they may still have some objections or concerns that prevent them from buying. For example, they may say your solution is too expensive or complex for them, or that they already have a similar solution that works fine. They may also not be ready to make a change or commit to a long-term contract. To overcome these objections, you need to address them with confidence and empathy. Utilize the feel-felt-found method to acknowledge their feelings, relate to their situation, and offer a positive alternative. You can also use the cost-benefit analysis to demonstrate the return on investment of your solution and the opportunity cost of not buying it. Additionally, employ urgency and scarcity tactics to create a sense of FOMO (fear of missing out) and motivate them to act fast. By doing so, you can help them understand the value of your solution and convince them to buy it.

4 Ask for the sale

After you have answered their question, shown them the benefits, and overcome their objections, it's important to ask for the sale and close the deal. Don't wait for them to make the first move; instead, be proactive and confident. Consider using the assumptive close to act as if they have already agreed to buy and move on to the next steps. You could also use the alternative close to give them two options that both lead to a sale. Additionally, you could use the trial close to test their readiness to buy and identify any remaining objections. Asking for the sale can help move them closer to making a buying decision and seal the deal.

To handle a prospect asking for better productivity or efficiency, outside sales professionals should follow these steps. By doing so, they can answer their question effectively, demonstrate the value of their solution, and close more deals.

5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?