How to Use Email to Support the Needs-Discovery Process

The shift to virtual selling has changed the dynamics of how buyers want to interact with sellers. However, it has also provided an advantage to organized sellers, as buyers highly value the ability of a seller to lead a thorough discovery of their needs. This can be achieved by sending questions via email or survey prior to meetings, so that the meeting time is used more productively. By using this approach, sellers can move the sales process along more quickly, get more and better information, and impress buyers.

When sending questions, it can be beneficial to customize them to the buyer, so that trust is established. An example of an email that could be sent is provided in the article, which includes questions about competitors, operational efficiencies, and the expected outcome of the product. The article also suggests sending a shorter email and linking the buyer to a survey.

In conclusion, the switch to virtual selling has created an opportunity for sellers to differentiate themselves through their thorough needs discovery. By utilizing email and surveys, sellers can improve the productivity of their meetings and move the sales process along more quickly.