Tags: WIP Slug: solution-selling-v2
Not asking for what clients are looking for exactly, features they have now, what they would be missing if they lose them, and whatever other sales advice falls into that category.
It burns valuable time with the prospect, with a high risk of getting stuck on small feature(s) and trying to spin yourself out of it.
I have tried that in the past, hence my comment above is based on experience.
Now, 20+ years in B2B sales, my approach now is to only talk about the solution I represent, And what it can do for them. Sell them a solution to problems they did not even realise they had. But sell them Only my solutions features and benefits. Something that I know will deliver what I'm saying. This approach probably only works with knowing one's product inside out, which is part of my methodology.
People don't know what they want, because people don't know what they don't know.
Didn't want a mobile phone before I knew mobile phones existed.
Now that I know it exists and I understand what I can do with it, I want one.
I dislike the "blinker" (search word) on our Tesla Model 3. I prefer the one on our old petrol car. What car would I choose if I had to choose only one? The Tesla, by 1,000,000 (electric) miles.
I lost a feature I liked by upgrading to the leading EV solution, yet I do not regret it is single second.
So important to not get lost in small feature discussions, but rather sell the overall value of my solution.