Written by Sean McPheat |
Many salespeople are getting the message that the customer is not interested in their products and services. They are only interested in the outcomes those products and services will provide for them.
Your job is to identify how you can assist your customers achieve their goals, and the clearer you can show your prospect the results your products will provide for them, the better your chances of achieving the sale.
The gap between their present performance and what they need provides both the rationale and the motivation to move forward with you and your solution.
So it’s this gap that you should be concentrating on. If your prospect sees the benefits of using you, and how you can help them achieve their goals, then you will probably see success.
You can ask questions to determine what this gap is. Something like: “How do you see business for you in the next 24-36 months? What will have to happen for you to achieve your goals during that time? Which new markets could you be working in if you had the support and assistance to do so?”
These kind of questions get the prospect to think about the gap that exists between where they are now and where they could be if they had your services.
This gives you the chance to present your solution in line with bridging that gap and solving their problems.
The more you can identify how you can assist in getting the prospect closer to their goal, the better the chance you have of building the relationship.
Identify the gap, fill it and watch your sales increase!
Originally published: 10 November, 2010
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