How do you sell the problem and get your prospect to understand their problem?
Let’s say you have a client that comes to you and they’re saying, “You know, I have the need for something.” Or, maybe they’re just calling and looking for quotes.
Either way, something triggered them to call you. You have to ask the right questions to drill into the real need and problem the prospect wants to solve.
Here’s An Example
When I owned my fitness business, I would ask people, “What are your goals?” And they’d respond, “Well, I want to lose weight.”
That’s generally not enough of a goal to get somebody to take action. So, I would have to drill down into why they feel like they need to lose some weight. Maybe it’s a lack of energy. Their spouse might not be looking at them in the same way. Or, they feel tired all the time.
Drilling into those problems starts to build that problem up, to a point where they’re like, “Well, I do need help, and I need that help from you.” And, it gives you the opportunity to showcase how you can help them.
The best way to showcase how you can help people out is through the use of stories.
Stories sell. Especially success stories of other people, of your own personal life, all of that. But, you can’t do that, you can’t actually get into the sales process until you’ve identified what the problem is. Because without problems there are no solutions. And, if there’s no solution, then you can’t sell anything.
Doesn’t that make sense?
Drill into the problem for more sales. Don’t just settle for a superficial first answer. For the insurance industry, they call up because they need car insurance. That’s a need, but that’s not really the problem.
… Have they looked for other car insurances before?
… What was the process like?
… Have they ever had to file a claim?
… What was that process like?
Do they have a trusted advisor to make sure that they are getting the right coverages? All of those questions are going to drill into the real problem, and now you can start to solve that problem with your solution… and make a sale!
That is an elegant way to sell. It’s not pushy. It’s solving a problem.
People are very willing to pay for a service that solves their problem.
I hope you use these little words of advice from me.
If you’d like to double your sales, then grab my ebook, 3 Keys to Doubling Your Sales at http://www.TomJackobs.com/3keys
Post your comments below, I’d love to hear from you.
