In Discovery Meeting

Problem Finding, Discovery Meeting, Donald KellyStill focused on trying to get a sale? Perhaps it’s about time to change that mindset and instead direct your attention to solving your customer’s problems. Today’s episode will help you do that.

As Jeffrey Gitomer says,

“People love to buy, but they hate to be sold.”

I know we’ve been put into so many situations where we’re required to sell. Of course, that’s your goal. But how you get to that goal is not by pushing yourself. Rather, look more into identifying problems and solving them.

Be a Problem-Solver!

Regardless of what you’re selling, the client usually comes to you because they want to ask for something. But as sellers we quickly conclude with the exact problem our product or solution can solve. That’s because we’re focused on making a sale,

Identify Challenges, Provide Solutions!

Dig deeper and find out what they’re going to be using a product or solution for. Identify other solutions than what is written on black and white for your eyes. Doing this builds credibility.

“Credibility is built very strongly when you have nothing to gain but something to lose.”

If a buyer sees that, your credibility goes out of the roof. An order-taker is not going to be as credible as somebody who is a solution-provider.

Find Problems!

The next time you go into that discovery meeting or just an initial conversation with your prospect, look for ways that you can be credible as well as ways to identify problems. Sniff them out. Find them. This shows your expertise and it makes you stand out in the eyes of your prospect from your competitors.

Here are some calls-to-action for you:

  1. Write down a way you can apply this principle in your sales process.
  2. Listen to the Sales from the Street episode on Wednesday, TSE 634, and see how I applied something similar to this and how it helped me close a deal that almost over 130% from the previous agreement.

Episode Resources:

The Science of Selling by David Hoffeld

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