Influencing Your Customers’ Solution Requirements

Solution requirements are a critical component of every deal you
sell. These are things that must be in place in order for a buyer
to achieve their desired outcomes, and they exist with or without
your solution. In today’s episode, John Kaplan explains the
importance of recognizing your customer’s solution requirements and
what to do with that knowledge. You will learn how to:
Bridge the customer’s current state to their desired future
state.
Position your value in a way that influences the customer’s
requirements.
Ask great discovery questions that show your customer how your
solution is needed to solve their business issues.
Here are some additional resources:
How to Stack Customer Requirements in Your Favor
The Missing Link Between Your Differentiation and Your
Buyers 


Check out this and other episodes of The Audible-Ready Podcast at
Apple Podcasts, Spotify, or our website.