In business the number one challenge is SALES. Finding the need and solving the problem and collecting
the money for gain stumps many businesses owners.
And yet until product moves, there is no business.
Business that sells dreams but fails to deliver the dream constantly needs new people to buy into the dream.
Businesses that promise a solution and deliver nothing need to deal with negative fall out and no repeat business.
Business that create wonderful products that either no one wants or worse that too few people know about, struggles to survive.
Have you heard the term build a better mousetrap and they will come?
Many creative people believe that if only they had the best mousetrap, a few extra thousand dollars for their idea or if they were lucky, then they would be rich and famous.
While the last part of that has been touched on in an earlier blog, this blog is about the need to really help your prospect move from Point A to Point B and take some action.
Point A is usually easy to identify. We all believe we can see needs. We sometimes suffer from those needs ourselves so the challenge is how do we step people from Point A to sales. Bill James was sharing his sales experience yesterday at the Professional Speakers Academy made the comment that most people in sales situations jump from the pain to the asking for the order. They fail to realize that their are steps to go through.
According to Bill the steps involve:
- Clarifying that the prospect has the pain and exactly what that is costing them and that they have the desire and the money to change the situation. This point is where you identify the situation.
- Talking about how you the problem is impacting the prospect. Is it causing them physical, mental, emotional and spiritual problems. Does the problem cost the prospect time or money? Would they like to save time or money?
- Next find out the implications for the prospect of doing nothing or continuing to endure the pain or problem. What will happen in the long term. Will they have more problems. Will they lose more money, time, clients or what. You are trying to help your prospect feel uncomfortable but also that you understand so that with the next step they will seriously consider that you have the solution.
- The last step involves talking about value or the pay-off from them buying your solution.
The process logically takes them from identifying that they have a pain. It emotionally connects them to the reasons to take action and make a difference. It allows them to consider other options, including doing nothing and finally it offers them a solution. Your solution because you care, understand and have a solution that works.
This process is long established. It is well documented in many books on sales. But for many owners, myself included, the moving a prospect through the different stages is a difficult one.
Today, take a look at the steps between identifying the problem and your solution. Tell me how you build the rapport that allows a prospect to see that you understand and can help them eliminate the pain and that is worth their time, money and effort to work with you to solve their pain. When you fully understand how this works, Bill tells me that your sales will increase. And I believe him.
What do you think?
Passionate committed to growing your business