If you tell your potential customer as soon as you can how your solution will help them, from whose point of view are you coming?
Yours!
And if you’ve done that – ever notice how their eyes glazed over with disinterest as they started working out their exit strategy?
Now, why is that? It’s because you’re Guessing! Very rarely will there be a fit between what they want, why they want it, and what you’re telling them. It’s like throwing spaghetti at the wall – hoping something will stick!
Professional salespeople don’t guess. They know precisely what specific features of their product or service to present, and how to express them as explicit advantages and benefits to make a winning presentation every time.
How do they find out? They get their potential customers to tell them!
They ask the right types of questions at the right time… listen with the intent to understand, and respond respectfully to questions, comments or concerns without using cheesy overcoming objection techniques that tells them they’re wrong!
While they might be experts in their solutions, they know their potential customers are experts in knowing what they want, why they want it and to what degree they’re committed to get it!
Discover First – Present Second
You will differentiate yourself from other salespeople by respecting that your potential customer has the history to give the both of you all the information you need to determine first whether there is a fit and second whether they really are buyers.
Start off on the right foot and talk about their favorite subject – them!
Get rid of the need to tell as soon as possible.
Instead, discover first. You’ll eliminate resistance, feel confident, create immediate relationships and help more people buy from you in less time!
Now, how about taking immediate action on what you learned, and let me know how you get on?
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