Finding That Compelling Reason-Part Two
Roy Johnson
Sales and Sales Process Training,Sandler Training Franchisee of the year. Keynote speaker, International Speaker. Working with B2B companies to sell more, quicker, while increasing market share & profit margins.
If there isn’t a compelling reason for the prospect to buy, why would they make the purchase?
What makes you buy a product or service? Is it the features and benefits that the salesperson so convincingly shares with you or do you have a real compelling reason to buy?
A salesperson may feel that they have recognised a need with a Prospect and felt they could provide a product or service to solve the problem. The challenge is, the prospect doesn’t recognise the need as being a high priority.
Until the prospect realises and admits there is a problem and they have a compelling reason to buy, there won’t be any need for your product or service, no matter how much you say or do.
How do we help the prospect discover the compelling reason to buy? In relation to the need you have identified, ask your Prospect a set of thought provoking questions to help you both identify, is there really a reason to do business? You need to identify current and future impact of living with this problem, timescales, and what difference it would make if you were able to fix this problem for them.
By helping them to discover this reason to buy and demonstrating to them how your product or service can help, you are much more likely to achieve a sale than if you just offer them the features and benefits of your product compared to others.
Adapted from a Sandler Blog, June 2016.