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Step III: Talk About Solutions…. Not ProductsAs you’ve been letting your prospect talk, they should be telling you about common problems they have in their business. Some common things you should hear: Like the product. Don’t like the company (vendor). Like the vendor. Don’t like the product. Don’t think the product they use is worth what they paid. This is a lack of value. Anytime you have a product that isn’t equal in value to the price the customer paid, they’re not happyDuring the discussion of problems, if there is an opportunity to quantify savings, you MUST make the prospect realize how much money they’re leaving on the table by not changing. If they ‘feel the pain’, they’re more likely to make a move and change. If they perceive everything to be equal, there’s no reason to change. If you put dollars into the conversation, it makes everything real for the prospect.This is also a great time to use an example of a customer you had who was in a similar situation. For example, “Mr. Jones at XYZ Company found he saved $19,000 by implementing this solution. Do you see similar savings in your business?” Get them to commit to a dollar savings.If you notice, we’re not talking about products or services. We’re talking about problems and solutions. People don’t buy benefits. They buy what those benefits will do for them. If you have 10 benefits, but none of them address a problem your prospect has, talking benefits doesn’t help you sell anything.If you have 1 pressing problem and 1 solution, that’s all you need to get action. The action that leads to buying.Copyright 2006 Susan Adams www.susanadamshome.com
Article Source: http://www.content.onlypunjab.com
Former Learjet Sales Star, Susan Adams, has sold products and services for some of the world’s most respected companies…..General Electric, Pitney Bowes and Bombardier Aerospace.
She takes a ‘real world’ approach to all sales topics. ‘Successful sales people are experts at having conversations with customers. If you can empathize with people, create an environment of trust and really listen to their concerns, you’ll be a top sales performer.’ More importantly, you’ll be able to develop long term relationships with your customers.
Susan has successfully sold to CEO’s, High Net Worth Individuals and celebrities. Twenty one years of talking to customers has give Susan a unique perspective on how to build a sales presentation that connects with your customers, and compels them to buy.
Susan has golfed with David Duval, raced cars with Bobby Rahal and dined with CEO’s from Fortune 100 companies. There is no sales situation she hasn’t seen….
www.susanadamshome.com
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