Let me be blunt… The number one goal is not to promote your product, brand or solution – but rather focus in on, and understand the problem your prospect is trying to solve. It is only then, when you have demonstrated your genuine concern for the problem your prospect is trying to solve, that you have the trust needed to offer a solution.
Traditional selling methodology suggests a sale is lost at the end of the process. That you didn’t nail your close, or you mishandled an objection.
I beg to differ; I believe that in the new economy the sale is not lost at the end of the process but rather at the beginning. At “Hello”.
And after hello, beginning the conversation acknowledging the problems your prospect is having, peeling back the layers on those problems, and showing empathy for the situation will allow you to begin to talk about the ROI for solving the problem and the impact that NOT solving the problem might have on the business.
In this month’s Stump The Guru show, I’ll be talking about Why The Sale Is Lost At The Beginning, And Not The End.
