Donald Kelly, The Sales Evangelist, Sales Training, The Sales Evangelist Poscast

TSE 226: What Problem Will This Solve For My Customer?

Donald Kelly, The Sales Evangelist, Sales Training, The Sales Evangelist PoscastIt’s NOT about you! This is one of the most important things to remember when selling. Often times we’re determined to sell a new product or service to our customers because it’s the latest push, however, what we neglect to analyze is “What problem will this solve for my customer?”

The last thing your customer wants is to spend money on something else they don’t need. Even if they are an existing customer, what they are looking for is to help fix things in their business.

Instead of, “How many of these products can I sell to my existing customers?”, start asking, “What problem will this solve for my customer?”

  1. Review your product and write down a list of problems you know it solves for your customers. Sometimes we try to put a round peg in a square hole. This will help you articulate your message as you get on the phone. 
  2. This will help you with your scripting as you speak with customers. You will be able to guide them down the right path.
  3. When you understand their true problems, you will be better able to ask meaningful questions. As a seller, this will make you look more professional to the buyer and as someone they can trust.
  4. The needs of individuals within a company will differ significantly. As a sales professional, it’s your job to know what those needs are and how to help.
  5. Think more about the needs of your customers over yourself.

Check out TSE Hustler’s League

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

follow me on: