Whatever you are selling, whether it be a simple product,
yourself or a complex solution, three ingredients are needed for success:
- Fit
- Proof
- Trust
Overall, as you learn in value selling training, trust may be the most critical. For the
customer to believe you can deliver, they need to believe in you and that you
can fulfill your promise. Trust presumes a relationship. The bigger the ticket
item, the stronger the level of personal and business trust needs to be. But,
trust can be built more quickly if you have been referred by someone the
customer knows well, through believable third-party endorsements, by offering a
complimentary sample of your offering, or by constructing a pay-for-performance
agreement.
But customers won’t buy on trust alone…your solution must fit the need. What unique value do you
bring that your competition does not? Do you have more experience and lend more
insight to each interaction? How well have you understood and matched your solution
to their situation? Is your delivery schedule and pricing favorable? Are you
easy and pleasant to work with?
Thirdly, what proof
do you have of satisfied clients and successful interventions? Make sure you
can present relevant case studies, client testimonials and references that
assure your client that you can do what you say you can do.
With trust, fit and proof on your side, you have the
necessary ingredients for a successful sale.
Learn more at: http://www.lsaglobal.com/solution-selling-training/
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