Picture This…
Don’t sell the product…sell the solution. Tell how can you help.
If you sell the idea of productivity or ease, you can make the sale far easier than selling features and benefits.
- Before you can picture this, you must know what your customer perceives as your competitive advantages.
- Before you can picture this, you must know the types of problems you solve. All of them.
- Before you can picture this, you must know your prospects business and how they serve their customers.
- Select real-life scenarios, don’t make it too conceptual. Keep the buyer’s vision clear. Keep the illustration believable, and let the customer see himself in the application.
- Take a factory or office tour first. Look for applications. Look for solutions. Look for the results of use.
- Get the customer to agree that there’s a need.
My competitive advantages — What I think they are ____________________________________
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My competitive advantages — What my customers think they are________________________
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How I solve problems — How is my product used?
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Now you can paint a picture of a solved problem. Now you can…
picture this…
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