To interest prospects in your solution, most sales technique gurus provide a series of questions that are supposed to peak your potential clients interest.
This sales technique fails because potential clients just don't have time for long discussions to reveal their problems.
It would be ideal to uncover your potential clients' problems before you make your cold call.
At times, it's a challenge to come up with problem-centered ways to talk about your products and services without ending up giving the same old sales pitch they're expecting to hear and will most often blot out.
The secret to this sales technique is to figure out how to turn the benefits of your product into solutions to situations potential clients can latch on to.
If potential clients aren't being responsive when you try to identify at least 3 specific problems, this means you haven't gotten into their world enough.
Here are 3 steps to get to know your client and their world better: 1.
Imagine your potential client at their working habitat, and ask "What could they be experiencing that only your solution can solve? If you were working there, what would you become aware of that they're dealing with?" 2.
Jot down the problems that you can come up with from this imagination.
3.
Think about the expenses these issues tax on your prospect and ask yourself, "What problem does your solution fix? What problems might they avoid once they've bought into your product or service?" With this sales technique, you mean to provide a solution rather than become a nuisance.
Rather than pitching your solution immediately, try to speak to the problems that your solution can solve.
Although it might seem daunting, this is the most powerful shift that you can make when you cold call.
It's easier to shift to a cold calling conversation once you've focused on the issues your product deals with.
When your client sees that you're focused completely on them instead of your own agenda, trust grows and truth emerges.