Selling Your Solution. It’s all you need to do! #33
One big reason sales efforts lose their punch is the disconnect between you and your prospect.
Why a disconnect? Three reasons:
1. The product is presented as if it were a “run-of-the-mill”,”me too” commodity.
2. The sales person misses too many signals from the prospect that should never be missed
3. The sales process stops too early.
Four not so easy questions:
Here is a suggestion for the the first two reasons. You can act on both simultaneously.
Get all those involved in selling to explore the following:
What is the most important thing this product or service will do for the customer? Think of business results and personal gains for the prospect. You must know both.
Do you really believe in the product you are selling? If yes, explain why. If no, improve the product, quickly!
Do you still get excited about selling the product? If not, work to determine how to change this.
Is your system for discovery of dissatisfaction and of relating with the prospect based on how buyers actually make decsions?
You already have the solution – just dig it out.
There is a lot more to selling success. However, if prospects are not impressed with your conviction that you can help them, you will not get very far. Bottom line-your belief in the product and in your own confidence must come before any sale is possible.
I suggest two sales meetings to go through these four questions. See what flows. You will be happy that you took the time.
Cheers,
Richard L Reardon
800 560 0880
