Sell The Problems You've Solved, Not The Products Or The Services You Want To Sell.
The caption you read above is the Mother of all Sales Techniques, especially for the Service Industry, where you have no product to compare with your competitors' or impress with your demonstrations. All you have is something very abstract - an experience - which you facilitate through the gamut of services that your organisation offers.
In any segment of the services that you render, you're bound to come across a few unprecedented bumps because you don't control many or perhaps all of the factors that comprise the end hamper you deliver to your customer. But, as the face of the service provider to your client, you're accountable for every outcome, and therefore you jump in, fire-fight and salvage the situation to the best possible outcome for your client. That recovery becomes a testimony of your service levels, and your efficiency at handling a crisis. That is the testimonial you sell to a prospective client!
?Neither your colourful brochure nor your flamboyant presentation sells as effectively as the first-hand experiential testimonies of your existing clients.?
Having said that, allow me to emphasise that the same approach applies to Sales in all other industries too. The "after sales" experiences of your clients become your USP (Unique Selling Point), not your products' fascinating features.
Remember that Clients don't buy products or services from you, they buy peace of mind. They wouldn’t want to talk to their lawyer to sue you when the product you sold or the service you rendered has set a fire under someone's seat in their organisation, they would want to talk to you to fix the problem.
If you fix it well, you'll have another testimony in your records to back your claims about your service levels, and if you try to duck the problem, you'll have one client less and fire under your seat!
?The key is when a customer walks away, thinking, 'Wow, I love doing business with them, and I want to tell others about the experience. - Shep Hyken
So, the best-ever Sales Mantra remains:
"Sell The Problems You've Solved, Not The Products Or The Services You Want To Sell".
~ Mazher H. Syed
May 03, 2023.
Excellent and entirely new concept Loved it
Self-Discovery Coach | Purpose Coach | 4X LinkedIn Top Voice | Author of "Prisoner of Thoughts" | Helping People Unlock Their True Worth
1 年Truly insightful. In order to sell, we have to find a solution of their problem. Thanks for sharing this Mazher H. Syed. ??
Founder , Student Mentor & Educator, Consultant & Councellor, Edupreneur, Google Local Guide level 7 #opentoconnect with like-minded people. Talks about #education #students #teacher #exam #humanity
1 年I find your post really insightful & interesting . You have nicely articulated how to create opportunity in real life problem & how we should promote our testimony of problem solving. The caption is also catchy & meaningful. Thank you Mazher H. Syed for sharing the thought provoking article.????