One of the most important things you can do in a sales process is tell a customer about the value that you provide—but how can you do that in a way that separates you from everyone else? The truth is that your products might be the answer your customers problems, but they'll never know it if you don't frame them as a solution.
In this conversation, Robert Schnell (Principle, Arctic Sales) stops by to talk about:
Why advising solutions will always beat "presenting products" (this is a big deal once you understand it) How to frame solutions that are specific to the problems that your customer has (if you do this, you'll be amazed at the results) Why "less is more" when it comes to advising a solution that a customer will remember (it's the different between a flashlight and a laser beam)This content might be a paradigm shift for your sales team, but the results will speak for themselves. You can take control of your business, connect with customers like never before and win more sales than ever by becoming the advisor for your customers who has solutions that directly solve their problems.
This is Step 3 in our seven step sales process and it can’t be ignored. The next 4 episodes are going to build on this to flesh out a sales process that you can use right away to move the needle in your company.
The Fire Time Sales Process:
Greet the Customer Understand Their Problem Advise a Solution Make a Plan Call to Action Pursue Show Gratitude