The user of the product or service does not buy our enthusiasm for our own idea. They try to solve a specific need, within their time, budget and expectations. The offer should show how it can help them in this.
That is why the conversation with the customer must precede the conclusion that we know what they need. It's helpful to hear what they are already using, where the difficulties arise, and why they'd consider switching in the first place. Such answers can change the offer itself.
Selling makes sense when we can clearly explain the benefits and limitations of what we offer. If the solution does not suit the customer, it is fairer to admit it than to try to turn every objection into a reason for the purchase.
Comments