From the course: Sales: Closing a Complex Sale
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Bridge the gap
- The number one job of any salesperson is to solve the customer's problem. Keeping this in mind will serve you well as you begin to actually present your solution. In retail sales, there's a larger transactional mindset from the customer. In many retail cases, the customer never even interacts with the salesperson. In business-to-business selling, however, it's primarily done face to face. Having the mindset of a problem solver is critical for your success. If you recall from our previous lessons, the order by which you communicate with your customer is also critical. In step one, we establish a genuine connection by telling our My Why story, and then allowing the customer to share theirs. We then spend time focusing on their prioritized and quantified issues showing them that we empathize with their situation and genuinely care about helping them. Now it may seem completely counterintuitive, but at this point, we haven't even presented them any of our products or services yet. Why?…
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