Don’t make it attractive

At this morning’s coaching, a participant described how a customer called because he had received campaign information about a new function, a new feature of software or a new release, and she felt compelled to now meet this person and make this solution attractive to him.

This is not the best approach. If somebody's interested in what you’ve got to sell, don't try to make it attractive to them.

Transcript

Moment of truth - Don’t make it attractive

Hello.

Armin Rau here from Armin L Rau, Opening Doors Making You Grow. I would like to share a moment of truth with you again. These moments of truth are moments where you decide to make progress or solve a situation in a certain way. If you do not make the right decisions in these moments, it can cost you time and money, and a lot of nerves.

At this morning’s coaching, a participant described how a customer called because he had received campaign information about a new function, a new feature of software or a new release, and she felt compelled to now meet this person and make this solution attractive to him. This is not the best approach. If somebody's interested in what you've got to sell, don't try to make it attractive to them.

The thing is, don’t try to sell it.

If somebody says they’ve seen or heard of a new function and would be quite interested, I would recommend you first try to understand what your client wants to do with this new function, with the solution. What is the actual goal? What is the challenge he wants to address? This is very, very important.

Before you start selling your solution, understand what is the situation and goal and then ask what it is your client immediately wants to solve; where does your client want to go and what does he want to solve immediately? Once you understand this, ask under what conditions your client is buying the solution.

Understand all conditions to be fulfilled for him to buy your solution. Once you've got that then you start making your solution attractive. Address exactly how, first of all, it will help solve the immediate problem, secondly, achieve his objectives and, thirdly, meet all conditions he has mentioned.

Once all these conditions have been addressed, you can ask: Is that all you need? If he says yes, then you say: Do we have a deal then? If not, you can ask: What else do you need, or what else needs to be fulfilled?

This is how I recommend you address this situation. Don’t sell immediately and present all features, benefits and advantages of your solution. Ask first what the client wants to achieve, which problem he wants to address immediately and under which conditions he/she is going to buy.

This is today’s moment of truth. If you are entering such a situation remember: Think of your customer’s situation first and then start talking about yourself.

If you would like to discuss more situations or would like to have more tips and maybe a sparring with me, which is completely free and under no obligation, feel free to click the button below this video and book a free session with me. I'm looking forward to it. Speak soon. Yours, Armin Rau.