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Problem-based Selling - Does It Work?

Problem-based Selling - Does It Work?

Kushal Saini Kakkar
Kushal Saini Kakkar
August 5, 2022
5 min read

This article is part of the Sales Secrets Uncovered series where we share key learnings from our analysis of 211k+ sales calls spread over 3.8 million minutes and 12 months. Why? To uncover the stats that will help you sell better in 2022 and beyond.

PS: Use this data responsibly. Correlation is ≠ causation. 😇 Read more below. Today’s issue comes to you from the desk of Kushal Saini Kakkar. 😇

Therapy.

We all could use some? 👀

Whether to sort out our own mind or our relationships.

But guess what?

Sometimes, a good sales call sorta feels like therapy.

You know, they call. Set up time. You show up. They ask about your problems. They ask you why you wanted to meet them. They set the stage for you to talk. They ask:

What’s keeping you up at night?

What problems are you facing?

What’s holding you back from meeting your targets?

What can they help you with?

And if they’re any good, they even take your money at the end of the session, sorry call.

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No wonder then that problem-based selling is here to stay.

First, how often does problem-based selling show up on sales calls - aka how often are reps actively using methods of problem-based selling?

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The answer is 37.5 percent of all deals.

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And now for today’s real MVP — the impact of problem-based selling on deals.

Are they a yay or a nay?

That’s a whopping 92 percent increase in win rate!

But also, a 32 percent increase in loss rate. 🤔

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And maybe here’s the logic.

When you’re committed to making the right choice for your prospect, you could risk actually making the right choice for them. And this could mean your product or solution not being the right fit for them at that time.

But sales is a long game, aye?

Build trust today and make a sale tomorrow?

Don’t know about you, but I think I’d take those odds?

PS: Your team will thank you later for saving them from the problems of having an unhappy customer, retention and churn problems. 🤷

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