Sales is User Research, Undercover

When you do a demo or sales call, what’s your goal? Closing the deal and getting the sale, right? Generally, that’s going to happen a fraction of the time, due to the nature of how sales goes.

And, most salespeople will chalk that call up to a failure, or at the very least, not a good investment of their time.

But there’s another way to think of sales calls that turn every single one of them into incredibly valuable time spent.

Think of a sales call as user research, and the entire game changes.

Thinking of a sales call as a user research opportunity changes the entire tenor of the conversation. Instead of starting by launching into your demo and canned pitch, you start with questions:

  • Tell me about what you do.
  • What is difficult about your role?
  • You scheduled time for a demo with me. Talk to me about what piqued your interest.
  • What other solutions are you using today to solve this problem? Where do they fall short?

…and so on.

As objections come up, instead of replying with your canned ways around those objections, ask questions like “So, tell me more about why that’s important”, so you can better understand where the need is coming from, and get a richer view of the people you’re speaking with.

It’s easy to chalk sales up to being just churn-and-burn calls to try to nail a close ratio, but it’s missing a far more valuable part of the conversation. If you approach every call thinking of it as an opportunity to learn more about the person you’re talking to, even if they don’t become a customer right away, you’ll walk away from every sales call with a victory.

If you’re looking to make either your sales pipeline or your user research process easier to manage, check out what we’re doing here at CrowdSync.

And, we’d love to chat with you to better understand your needs too - just schedule a demo with us.

Related Posts

Default Yes vs. Default No

Are you and your team members default yes, or default no? One is good for startups, the other not so much.

Check Your Echo Chamber

The people you surround yourself with create your reality. Choose carefully.

Don't Forget the Goal

There's only one thing that matters when you're building software.

How To Get a Job Offer

Want to get a job in the field you love easily? This is how.

Required Reading for All Couples

If you're married, about to get married, or just committed to someone for a long period of time, these three books are absolutely required reading.

I Launched a New Podcast, and I Want You to Call In

I just launched a new podcast called Design By Committee, dedicated to answering your questions about UX, product design, content, strategy and anything else tech.

Shitty Sales Have Made Product Development Harder

Shitty, one-sided sales processes have made product development much more difficult for early stage startups.

Why I'm Cold Emailing You

You might have gotten a cold email from me. Tasteless? Some people think so. Here's why I'm doing it.

How I Found Your Email

I've been cold emailing a lot of people, and many folks are surprised that I found their email. Here's where I dug it up.

Announcement: The Most Exciting Thing I've Done

Today, I'm announcing the most exciting project I've been involved with. It's called CrowdSync, and it helps to automate paperwork, communication and logistics when dealing with groups of people. Read on for why this is so big.