We’ve all heard it before, but I’m going to make it an official part of this blogs archives.
The sure way to more sales is to simply :
P – Identify your prospects problem. You need to know exactly why they need your product… exactly. Find out what their wants are before you go on that sales call. Before. Then find out what their needs are. Yes, they are sometimes two different things.
M – Make them aware of their problem. You might, or might not, be breaking the news to them, but unless you both acknowledge it aloud, you can’t refer back to it later, when you need it. You must get them to admit a need, which creates room for your next move, which is …
S- Sell them a solution. You know what their problems are. You know what they need. Tell them how your service/product solves this problem. End of story. Take order. Fill order. Get paid for order. Retire a hero. Do not, repeat, do not show up on a sales call without knowing their problems or without a solution. Sales calls are for selling. Do your research on your time, not theirs. That’s what the ‘net is for.
After this has worked for one client – Lather. Rinse. Repeat.
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