When understanding a prospect, it is extremely useful to gain insight through a coach. A coach can help with understanding the customer’s budget, decision-making process, likely competitors and more. Not only should the coach be extremely knowledgeable in your prospect’s field, but they should also have a personal desire to help you make the sale.
A huge benefit to having a coach is if they are credible within the prospect’s organization. They can often be a part of the organization or have a close relationship with the organization. Their insider knowledge of how internal politics work and the personality types of the buyers can offer you a significant advantage.
There are many ways to utilize your current relationships to find a coach. Make sure to think out of the box and in broad terms. First off, you can ask your current costumer base, vendors, or channel partners – assuming you have a solid relationship with them.
You can also find areas where you could join forces with a salesperson from another company while avoiding direct competition. In addition, always use social networking sites to broaden your outreach. Linkedin.com, alumni sites, and Whoozy.com (all social sites bookmarked together) are great tools for this particular type of search.
Understanding customer requirements is essential for good business. Through the insider knowledge of a coach, you are able to attain a much clearer understanding of your customers and really assess your professional relationships. If finding a coach proves to be a difficult task, you may want to reassess your current business relations.