Buyers don’t give a shit about your product if you can’t solve their problem. Plain and simple.Buyers won’t care about your product if it doesn’t align with their top priority in the moment. Plain and simple.Stop assuming your buyers give a ? about your product.You want someone to care? Find out what matters to them right now and why.Then align your offering with their top priority. But what’s more—you have to solve their problems and those problems have to be a company-wide top priority.Sales has long been in fierce competition with other sellers and the status quo, losing customers to other companies and inaction. But today, we’re also up against every department head across our prospect’s businesses. With everyone lobbying for a slice of the budget, if the problem you solve isn’t a top priority in your prospect’s business today, you won’t close a sale.In Ep. 74 of Winning the Challenger Sale podcast, we talk with Collin Mitchell, VP of Sales at Leadium about what it takes to dig deep enough to shape a discovery so well you can take full charge of your sales process.We discuss:The importance of flexing the curiosity muscle throughout discoveryHow to unstick the most stuck deals (and avoid them altogether by prioritizing discovery)Understanding and adapting to customer personalities and dismissing all excuses around not understanding your buyerThis show is part of the Spreaker Prime Network, if you are interested in advertising on this podcast, contact us at https://www.spreaker.com/show/5796367/advertisement