Have you ever come across a salesperson who knew a lot about the product but had no desire to understand what you really need?
If that happened to you, chances are you got bored quickly and walked away.
In any client-facing role, you need to understand the customer’s issues before trying to sell them a product.
Many sales professionals make the mistake of thinking they know the customer’s issues and do not bother spending time to uncover the issues they could help the customer solve.
The key is to always try to understand the customer’s issues through their lens, not yours (click HERE).
Ask Experiential Questions & Identify The Impact
Asking experiential questions allows the customer to really dig deep into their issues. Get the ball rolling with simple questions that are not related to the product. Ask questions that will help you uncover the real issues.
If there’s more than one issue, it’s very important to help the customer prioritize them. That way, you can address the most urgent issues.
Next, identify the impact the issue is having on the customer (click HERE). This is where you will quantify the problem.
If you fail to quantify the problem, then the customer won’t have a relative comparison to value when you reveal the price of your solution. For example, if the software developed by your company helps convert 20% more customers per week and your client sees an average 10 prospects per week, then your software solution will help them gain two additional new customers per week.
Let’s assume that each customer is worth on average $2000 to your client. Your software solution would be earning them $4000 in new business each week! Quantify the solution and make it relatable to your client.
Sheevaun Moran is a business advisor, master coach, quantum energy thought leader and the founder of Energetic Solutions. She uses business principles with energetic techniques to help more than 25,000 entrepreneurs, CEOs and leaders bring instant focus and shifts to clarity, purpose, and profits.
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