By Carol Rosdobutko
Last time we discussed the tension of wanting to â€˜rescueâ€™ a prospect sales process. Now letâ€™s look at the situation between the buyer and seller as objectively as possible:
What happened in this scenario? According to the salesperson they recognized a need and felt they could provide a product or service to solve the problem.Â The challenge is, the prospect doesnâ€™t recognize the need as being great enough to have to fix. Until the prospect realizes and admits there is a problem there wonâ€™t be any need for your product or service, no matter how much you say or do. There isnâ€™t a compelling reason for the prospect to buy.
- Tell me more about that problem.
- Can you be more specific?Â Give me an example?
- How long has that been a problem?
- What have you tried to do about that?
- How much do you think that has cost you?
- How do you feel about that?
- Have you given up trying to deal with the problem?
The easiest way to put this into perspective is to put you into the situation.
What makes you buy a product or service? Is it the features and benefitsÂ that the salesperson so convincingly shares with you or do you have a compelling reason to buy?
Ask yourself these two questions the next time youâ€™re in front of a prospect to determine if there is a compelling reason for them to buy.
Carol Rosdobutko,Â Sandler Training Calgary, Alberta, Canada
Illustration by Rob Green