What are Two Strategies to More Effectively Anticipate Your Prospect’s Challenges

What are Two Strategies to More Effectively Anticipate Your Prospect’s Challenges

Joy Newton Grubb has had a very successful career in sales at numerous companies in the office built environment. Listen to her Sales Game Changers Podcast to understand how she learned how to anticipate her customer’s office system needs to be a more effective partner. You can apply this skill to grow your sales as well.

Listen to the Sales Game Changers Podcast Episode 30: Joy Newton Grubb Strives to Anticipate Her Customer’s Office System Needs to Better Help Solve Their Problems

Here’s an excerpt from the podcast:

Fred Diamond: You mentioned you anticipate customer needs. Tell us a little more about the execution of that and the practice. What are some of the things that you specifically do to anticipate and understand what customer’s needs are? Is that before they know or is that, you know, you just want to be proactive and going to them with some solutions?

Joy Newton Grubb: Well, first of all, you need to know what it is that you’re selling so that you understand what the scope of that you have to offer. But more importantly, you need to listen to the client, and you need to listen to what their issues are. One of the questions I always like to ask a client, especially when I meet with them the first time is: what’s the criteria that you’re looking for in a vendor?

And the answers are very interesting. They rarely are price. They are customer service, and someone will say, “Oh, service, service, service. The last person that was in here was a disaster.” And then the client will tell you three thousand things that was wrong and you should be jotting them mentally down or on a piece of paper, all those little points of what their pain level was. And then you take that pain level and you turn it into a solution.

Joy Newton Grubb is a sales leader, a consultant and sales mentor at National Office Systems, also known as NOS. She’s had a great career in the office built environment, she’s sold office storage systems, record management and relocation services to corporate government and very specifically to the law industry, law firms across the country.

Listen to the Sales Game Changers Podcast Episode 30: Joy Newton Grubb Strives to Anticipate Her Customer’s Office System Needs to Better Help Solve Their Problems

2018-06-19T13:37:01-04:00 January 5th, 2018|Sales|