Thoughtful Thursdays – What problem does your offering solve?
Today’s sales thought is a follow up to recent posts about prospecting titled Prospects not returning your calls? and Be a better prospector. The posts talk about providing good reasons for your prospect to call back and ways to develop a rich list of prospects.
Times change, technology advances and competition can get fierce. It requires the successful sales professional to look their product offering and review and renew their value propositions.
Clarifying the problem that your products and services solves is an excellent way to help get the attention you are seeking from your prospects. If your offering saves your customer, tell them how much. If it saves time, calculate how much that time equates to in dollars and let them know.
Knowing what problem your offering solves and being able to clearly articulate it will enable you more easily quantify the benefits. The result will be a more focused approach resulting in higher and faster prospect conversion. In other words a shorter sales cycle.
Good Selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
Please share Thoughtful Thursdays posts with people you feel may find the topic interesting and help.
Comments are closed.