Does this scenario sound familiar to you?
You, the salesperson, recognized a prospect's need early in a discovery conversation and felt you could provide a product or service to solve their problem.
Your challenge was that you realized the prospect hadn't yet recognized the significance of the need and didn't think it was worth addressing at the time.
In this scenario, until the prospect realizes, and admits, that there is a problem they won't see the need for your product or service no matter how hard you try to convince them. At this point, they have no compelling reason to buy.
How do we help the prospect discover the compelling reason?
You need to help them self-discover their real pain.
Try asking these questions:
- Tell me more about that problem. Can you be more specific?
- Give me an example?
- How long has that been a problem?
- What have you tried to do about that?
- How much do you think that has cost you?
- How do you feel about that?
- Have you given up trying to deal with the problem?
The easiest way to put this into perspective is to put you into the situation.
Ask yourself these two questions the next time you're in front of a prospect to determine if there is a compelling reason for them to buy.
- What makes you buy a product or service?
- Is it the features and benefits that the salesperson so convincingly shares with you or do you have a compelling reason to buy?
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