from shoutdaily.com
A recent debate on Linkedin saw 147 responses to the question 'what is the number 1 critical mistake sales people make in the sales process?' 30% of respondents claimed 'lack of listening caused by too much talking' was the issue. This is a fairly understandable issue as the natural instinct when faced with a high pressured meeting is to defend your product and promote the positives.
But let's be honest here, the customer doesn't care about your product. The customer cares about solving the problem they have. That's their number one priority. It doesn't matter if it's you that solves the problem, they just want it solved. So going in all guns blazing telling them how wonderful your product is and how well it's benefited others is never really going to impress, because for this particular client, past successes are irrelevant. If you can't deliver on their problem, they're not interested.
Which is why using trigger events immediately gives you the upper hand. You've arrived at the meeting knowing roughly what the problem is, where the gap in the organisation lies. It's then up to you to learn more about the issue, gather intelligence as to what the real pain is and adapt your product to suit the need, rather than fit a square peg in a round hole. The number one advantage of your product might not necessarily fix this problem, but another element might just. Entering a meeting with the focus on the customer's trigger event, apposed to your view on your product, instantly puts your mind in the right place to think this through.
0 comments:
Post a Comment