Salespeople often get frustrated when they recognize a need and feel they could provide a product or service to solve the problem.
The challenge is that the prospect doesn't recognize the need as significant enough to fix.
Only when the prospect realizes and admits there is a problem will there be a need for your product or service, no matter how much you say or do.
There isn't a compelling reason for the prospect to buy.
How do we help the prospect discover the compelling reason?
Following are a few questions that will help you help the prospect discover their compelling reason:
- Tell me more about that problem.
- Can you be more specific?
- Give me an example?
- How long has that been a problem?
- What have you tried to do about that?
- How much do you think that has cost you?
- How do you feel about that?
- Have you given up trying to deal with the problem?
The easiest way to put this into perspective is to put you into the situation.
What makes you buy a product or service? Is it the features and benefits the salesperson so convincingly shares with you, or do you have a compelling reason to buy?
Ask yourself these two questions the next time you're in front of a prospect to determine if there is a compelling reason for them to buy.
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While training and coaching are a mission-critical part of your role in your employee development success plan and should be considered a given, uncover these additional coaching strategies in your Manager's toolkit. |
