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Selling is
Problem Solving
Find pressing customer problems
and present a winning solution
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The most
successful salespeople are the ones
who find pressing customer problems, identify the customer’s priorities for
solving those problems, and help customers solve them in a way that is
convenient, cost effective,
innovative
and timely. |
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All Businesses are about
Creating Customer Value
"What helps people, helps
business," said Leo Burnett. All
businesses are
selling solutions to problems.
Your business can solve customer
problems, but so can the
competition. It's essential that
you offer
differentiated, customized,
value-added solutions that meet
your clients' specific
needs. The ability to
customize solutions
differentiates your company from
competition and allows you to
charge premium
prices for your products and
services.
Selling is about Satisfying the
Customer's Desires
Selling
is either about solving existing
customer problems or creating
new desires and satisfying them.
Your prospective customers may
be aware of these problems, or
you can bring these problems to
their attention. Your
prospective customers may face
these problems currently or they
will face these problems as the
situation and their needs
change.
The key to success is knowing
how to market your
problem-solving abilities
so people know what you can do
for them and how they can
benefit by using your solutions.
Customers have many problems.
Put your finger on your
customer’s problem, describe it
clearly, and do it from the
customer’s point of view. The
problem should be one the
customer sees value in solving.
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When you find
customers’ significant, pressing problems, they will be willing
to pay for solutions. Find the problems that customers want to
solve the most and that you are uniquely qualified to solve, and
you will have a winning combination.
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Keep in mind that people may
like to buy but they certainly
don't like to be sold to.
~
Vadim
Kotelnikov |
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Taking the initiative to
identify and solve
customer-related problems in
unique value-added ways is
leadership.
Sales leaders inspire new
desires,
create new market niches,
and open new market
opportunities.
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To
be a sales leader, you must ask
yourself continuously
searching questions:
What problems are you solving
for your customers?
How do your customers
perceive these problems and
your solutions?
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How do your customers prioritize
those problems?
What other customer's problems
you can solve?
What hidden or future problems
customers are not aware of?
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How to use this information
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①
"Adapt what is useful, reject
what is useless, and add what is
specifically your own."
~
Bruce Lee
②
Sleep on this information – your
powerful
superconscious mind will
tell you how to use it when you
wake up
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