Selling in a way that gets results and feels right.

One of the biggest challenges we find our clients struggle with is selling in a way that feels right for them and for their clients.

What many people fail to recognise is that we are all unique, we all have a different model/decision-making process for buying and selling. So how can you possibly get it right for you and them.

The solution lies in the questions you ask and how well you listen.

  1. Understand what you are selling and what problem it solves
  2. Understand the problem they want to solve
  3. Develop a joint understanding of the relationship between what you want and what they want

Try these questions to coach yourself:
What kind of problems does your business solve?
Is your solution the same or different to other solutions on the market?

Write your answer down and notice which words you are drawn to about the problem then ask these questions:
Is there anything else about ……….?
What kind of …….is that……?
Where is ……………?
Does …..have a shape or size?

When you fully understand the problem ask yourself, when that person has that problem what would they like to have happen?

Again write the answer down and ask yourself these questions:
Is there anything else about ……….?
What kind of …….is that……?
Where is ……………?
Does …..have a shape or size?

Now ask someone who actually has the problem what they would like to have happen and notice what they say, is it the same or different to your response?

I suspect if you know your subject well it will be similar however the fundamental part is they will probably word it differently so the trick is to use their words back exactly.
What do you know NOW as a result of reading this, that perhaps you did not know before?
What difference does knowing that make, if any?

Please do share in the comments what you learned and what you would like to have happen next?

We love to listen

Thanks for Listening

Sheryl

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