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Solutions
vs. Sales
Mindset
Dear Colleague,
Recently, I had the occasion to upgrade my group health insurance.
If you are like me, you don't relish the idea of researching any
kind of insurance, much less health insurance. But it is one
of those necessary functions of business and life.
The silver lining in this process was that it gave me a reality
check about selling. Virtually every agent I spoke to had
what I call a "Sales Mindset" rather than a "Solution
Mindset".
With just a tidbit of listening, the insurance agent could assess
that I was a legitimate prospect. Heck, I even told a couple
of them that I was ready to buy. I just was looking for the
right package.
I was amazed at the prevailing mindset. Almost every person
went directly to the pricing infomation before they got to know
a little about my situation. I asked myself, "How could
they sell me a product without knowing what I needed?"
I will tell you how the purchase was completed at the end of this
newsletter.
But first, I want you to take a hard look in the mirror and ask
yourself if your prospects and customers see you as "Solutions
Oriented" or "Sales Oriented".
Here are my top six points to make your sales soar by being "Solutions
oriented". The irony is that sales will automatically
follow once you get curious about the solutions for your prospects
purchasing issues.
- Get Curious.
Ask questions like a kid. Why are you researching our product?
What is working well right now with your current product or service?
What would you like to see work better? Phrase your questions
with the opening words, "I'm curious." "I'm
curious" says, I'm interested and I want to help.
- Look behind the questions. Often the
questions that your prospect will ask are not the questions that
lead to a sale. They are research questions. They
are questions that reflect a lack of knowledge about your product
or service. It behooves you to expand on each question a
little to get to the real issues behind the question. A
simple follow up question may be, "By that, do you mean X
or Y?"
- Offer multiple choices. Most of your
prospects will want to make a decision based on a multiplicity
of choices. Give at least three options. Beware of
giving too many options, as that may confuse the issue.
The choices you offer will obviously be based on the information
you have gathered during the questioning process.
- Listen intently. The biggest challenge
that most sales people have is they do not listen with genuine
interest to create solutions. As I noted in my insurance
buying experience, the sales people went directly to the price
menu rather than determine my needs. Understandbly, they
may only have specific prices that apply to me. There may
be only a few alternatives and by getting directly to the price
menu, they think they are saving both of us time and money.
The reality is that, I too am a customer and I feel like it is
noteworthy to them to listen to my story. It doesn't take
long, literally less than two minutes.
- Be a helpful resource. If you don't know
the answer to your prospect's questions or if you are not the
solution to their problems, at least offer some suggestions of
other solutions. You don't have to know everything and not
every prospect will fit your niche. You can at least be
helpful and offer your assistance. That makes you memorable
and memorable create future sales.
- Care like it is yours. Suprisingly, I
was treated with a condescending attitude by a couple of sales
people in my insurance buying experience. Perhaps, I wasn't
a fit with their company. Perhaps, I didn't ask the right
questions. Perhaps, I was ignorant of some of the terminology.
But you don't have to act like you are doing me a congressional
favor. It is real simple. Treat your prospects like
you would like to be treated. Ask yourself, "Would
I buy from me?" If so, great. If not, get help.
Now, the rest of the story, as Paul Harvey would say. Very
simply, I renewed with my existing provider. We have a relationship.
We have history and I feel like they understand my situation.
In fact, they even suggested that I take a look elsewhere before
I renewed my policies with them (helpful resource).
It ain't rocket science folks. Be solutions oriented and
the sales will follow.
I talk extensively about asking the right questions and creating
solutions for your customers in my audio program,
PUNCH UP YOUR SALES. $79 is a very solid investment for
more than four hours of sales solutions. Read more about my
CD program here: http://www.contractorofchoice.com/html/punchup.htm
Until next time, take great care of yourself and your loved ones.
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September 7, 2004
Click here for more info on Punch Up Your Sales
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Paul
Montelongo
"America's Construction Industry Motivator"
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