Build Trust.

Customers and prospects hate being sold to. Too many sales people jump right into selling, not realizing the impact trust has on the relationship. Get to know your audience first and earn their trust by letting them know they’re not just a way to pad your paycheck. Only then should you delve into the sales process.

Here are some places to start.
Identify the problem.

Dig deeper to determine the team’s biggest challenges. There may be several — which is fine, of course — but try to rank them by which challenges are most pressing or detrimental.

Here are some questions to help you get the right answers.
Connect problem to pain.

Now it’s time to bring awareness to how their current solution creates pain and prevents growth. Be sure to stress that the issue is with the solution, not the user. Put together a quick profit/loss that demonstrates how these challenges impact the business.
Introduce your solution.

Once you’ve got them thinking strategically about their business problems, they should be interested in hearing a solution. Explain why having the right solution is vital for growth and revenue. Put some numbers together into an ROI doc to demonstrate how your solution not only makes things run smoother, but also impacts the bottom line.
Create a vision.

Now that they’ve acknowledged their problem and understand your solution, it’s time to explain the long-term positive impacts your solution can have on their business. Paint a picture of what success looks like and add stats, testimonials, case studies, or a demo to support your claims.