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The #1 mistake you make in sales

 

 

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A week ago I had an appointment for a product I thought could help my business. The company has a good clientele and I was almost convinced to buy the product as it is in my budget.

As I got on the call, within a while I found myself led through a demo. When the demo finished, I’d gotten off the phone thinking the product wasn’t for us and I should keep looking.

WHAT JUST HAPPENED? We started the call with “YES” and some how ended up at “MAY BE”.

The sales person committed the #1 sales mistake: He pitched their solution without knowing exactly what my needs are, without showing me the value of the solution he was proposing.

Before you pitch your solution, benefits and features – you must figure out the exact problem you’re solving for in the first place. You need to ask for your clients’ pain points first and what are their expectations with your product.

There are two benefit of this;

  • It will give an edge to present a solution which exactly matches their needs and you can hide the features that are irrelevant for them.
  • It gives you an idea how important this is for them; this will help you sell the product at good cost.

Have you ever faced such situation where you start selling without knowing what customers want?

Have you ever been in a demo where some one started selling without knowing your expectations?

If yes… Let me know how it went and how you FIXED IT?


															
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2 Comments

  • pills like
    2:14 AM - 12 August, 2017

    First off I want to say great blog! I had a quick question that I’d like to ask if you do not mind.
    I was interested to find out how you center yourself and clear your head before writing.
    I’ve had a difficult time clearing my thoughts in getting my ideas out there.
    I do take pleasure in writing but it just seems like the first 10 to 15 minutes are usually
    wasted simply just trying to figure out how to begin. Any recommendations or hints?
    Kudos!

    • admin
      8:06 PM - 17 August, 2017

      Thanks for your appreciation. I always try to relate the article with real life experience, it’s easy to express that way and you don;t need any opener line or something just start like you are sharing with someone you know.

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