Sell Solutions to Challenges
Mediocre sellers sell features, “My product has 10x more features than the competition at half the price.” Or, “I follow this 8 step process to evaluate your business processes. Step 1….”
Average sellers sell benefits, “Our 8 step process will uncover the levers that lead to great strides in operational efficiencies.” Or, “Our product will save you days of time sifting through piles of data.”
Rainmakers, the best of the best who have the most sales success, sell solutions to challenges, “From our conversations, I understand A, B, and C are going on in your organization and I think that if you can alleviate C that will lead to an immediate savings of more than $200,000 and more than $1.5 million in savings annually. It will also free up your staff to spend their time on more productive activities.”
What do you sell?
from: Erica Stritch of the RAIN Group