The Solution to a prospect problem

WhiteDove · 03-15-2012, 07:22 AM

As marketers it's often easy for us to see the solution to the prospect's problem, right?

But because we have more experience with the product we want to sell than the prospect does, it's easy for us to presume they see as clearly as we do. Thinking this way cost us I'm sure a lot of sales.

What's the solution? Do we need to provide an analysis?
Spending a little more time on the customer's need and explaining it in a way they may understand it, without any mumbo jumbo should help us close the sale. What are other suggestions can you provide?

peptone · 03-15-2012, 07:31 AM

You're right. We need to see things from our prospects' viewpoint. It explains this in the book, "Can I change Your Mind - The Craft and Art of Persuasive Writing" by Lindsay Camp.

Cataclysm1987 · 03-15-2012, 08:08 AM

Don't be salesy. No one likes a salesman.

kirajx · 03-15-2012, 08:15 AM

I agree with Catacysm1987 .. You should act as their friend rather than a salesman.

03-15-2012, 07:22 AM	#1
WhiteDove WhiteDove War Room Member Join Date: Jan 2012 Location: Ottawa Posts: 274 Thanks: 7 Thanked 64 Times in 52 Posts	The Solution to a prospect problem As marketers it's often easy for us to see the solution to the prospect's problem, right? But because we have more experience with the product we want to sell than the prospect does, it's easy for us to presume they see as clearly as we do. Thinking this way cost us I'm sure a lot of sales. What's the solution? Do we need to provide an analysis? Spending a little more time on the customer's need and explaining it in a way they may understand it, without any mumbo jumbo should help us close the sale. What are other suggestions can you provide?
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03-15-2012, 07:31 AM	#2
peptone Active Warrior War Room Member Join Date: Jan 2011 Location: London Posts: 58 Thanks: 5 Thanked 7 Times in 6 Posts Social Networking	Re: The Solution to a prospect problem You're right. We need to see things from our prospects' viewpoint. It explains this in the book, "Can I change Your Mind - The Craft and Art of Persuasive Writing" by Lindsay Camp.

03-15-2012, 08:08 AM	#3
Cataclysm1987 Eric Conklin War Room Member Join Date: Jan 2010 Location: Ohio Posts: 1,749 Blog Entries: 12 Thanks: 190 Thanked 336 Times in 225 Posts Contact Info	Re: The Solution to a prospect problem Don't be salesy. No one likes a salesman.
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03-15-2012, 08:15 AM	#4
kirajx Active Warrior Join Date: Nov 2011 Location: Malaysia Posts: 93 Thanks: 1 Thanked 5 Times in 5 Posts Contact Info	Re: The Solution to a prospect problem I agree with Catacysm1987 .. You should act as their friend rather than a salesman.
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