Problem 4: They Need to Want It

Have a guess what was born in the 70's.....

Generation X along with their "consultative selling"

Came into its own in the 80's and involved needs, wants, and goals of a prospective client as a doctor would.

"What are the three biggest problems, your company is facing right now".

Now you might be thinking...

(What's so wrong with questions like this?)

Logical questions elicit logical responses.

And although we love logic (who doesn't?) do people buy on logic or emotion?

The OG of corporate training, Dale Carnegie, said that "85% of our decisions are emotional and 15% are logical"

Is it logical then?

This approach tend to lead to solution based selling.

You have no idea about the real needs of your prospect.

Like a rabbit in the head lights,

Tunnel vision on your solution.

Not realizing there's greater opportunity if you dig a little deeper.

But the biggest drawback to needs based- selling, which is what consultative selling embodies, is that the person you are interacting with may not want to solve their problem.

You see 61 percent of prospects are not even problem aware.

Just because you've identified a need for a prospect doesn't mean they have any urgency to fill that need.

This goes out to all those "Sales Gurus" who teach you to ask specific questions.

It's still need based selling that implies that your prospects know their problems.

BUT, most of our customers don't even know their real problems when you first talk to them.

Times have changed.

And everyone's spidy sensors are heightened and trust is long gone.

Times have changed.

Especially when we're now selling to an unsalable generation.

Happy selling ??

- Lee