Do you clarify whether the strength in your product or service could help the buyer?
Up until recently I’ve never consciously thought of this.
Consider this situation. You have a wonderful service and you are speaking to a prospect. You have identified that the strength could help the buyer. Then you begin the closing process. All of a sudden the prospect says “I am not interested.” You wonder what you did wrong or you try to close hard because you are sure that this is what the prospect needs.
What could you have done differently?
I think this is when clarification is needed to have taken place. During the interview process is when you need to ask a question or two that would clarify why your product or service is important to the prospect.
Once they have identified the why, you can help them so much easier. The key point to remember is; don’t try to clarify too early in the sales process.
What are two questions you can use to clarify the needs of your prospect?
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