Last time we discussed the tension of wanting to rescue a prospect sales process. Now let’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. The challenge is, the prospect doesn’t recognize the need as being great enough to have to fix. Until the prospect realizes and admits there is a problem there won’t be any need for your product or service, no matter how much you say or do. There isn’t a compelling reason for the prospect to buy.
How do we help the prospect discover the compelling reason? Following are a few questions that will help you help the prospect discover their compelling reason:
- Tell me more about that problem.
- Can you be more specific? 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 benefitsthat the salesperson so convincingly shares with you or do you have a compelling reason to buy?
Ask yourself these two questions the next time you’re in front of a prospect to determine if there is a compelling reason for them to buy.