Do You Really Know What Customer Problems You Solve? And Which Ones Will Motivate Customers to Act?
It’s a simple question, isn’t it?
Most of us know the features and benefits of our products or services.
But we don’t take the time to reverse-engineer and define the problems our customers need to solve.
And which ones will motivate customers to act.
If you’re not discussing these problems on your calls, then you’re missing the mark.
When planning your call, the number one place to start is outlining your questions to truly understand their requirements.
This should always be done BEFORE you talk about your solution.
This will force you to STOP selling features and benefits and help you to start understanding the customer’s needs for THEIR reasons—not yours.
Look for how you can provide real, long-lasting solutions for your customers.
