The concept of clarity presented by Pink is essential in the sales process. Pink defines this concept as “the capacity to help others see their situations in fresh and more revealing ways, and to identify problems they didn’t realize they had”. This labels salespeople as problem solvers that can help guide prospective customers in the digital age to the correct solution for them especially if they are confused or clueless. When thinking about the sales process, it is a creative discovery journey for both parties that balance needs with pain. Sales has evolved from accessing information to curating information that is relevant to the customer while asking the right questions that uncover possibilities rather than just answering questions. As listeners for the customers, salespeople are able to explore their pain and dig deeper to get to the real why. This process should be executed through questions, follow up questions, and leading words. Throughout this, comparisons can bring clarity to help each party conceptualize more effectively. Then once the clarity is established, it is important to also establish follow-through actions through recommendations that resonate with the prospect. This creates a more likely environment for the prospect to turn into a customer that generates a sale because the potential fuzziness has been taken care of and there is a mutual benefit involved. Some tips on the subject of clarity include: asking 2 irrational questions (“on a scale of 1 to 10” and “why didn’t you pick a lower number”), trying to jolt the unfamiliar (contrast or comparison), becoming a curator, learning how to ask better questions, and asking the 5 whys. These methods are practical ways to build a foundation of clarity in sales conversations and get to the root of the problem in the perspective of the customer. By being a good listener and reacting strategically to the other party, a sale just might close in light of mutual benefit.
testacr22 3 thoughts on “Clarity in Sales”
Leave a Reply
You must be logged in to post a comment.
I like what you said in the last sentence, “a sale just might close in light of a mutual benefit.” This is what the salesperson seeks after and should be in constant search of. A mutual benefit is what ultimately causes the person to buy or deny the product being sold. Currently, in my macro-economics class we have been discussing the importance of mutually beneficial means to ends. Each person who participates in a sale, expects to be better off than before the sale took place. It is also important to ensure that this is so, by making all aspects transparent and clear to the customer.
I find the concept of clarity very interesting in relation to sales. Pink gives great examples and definitions of this in his books which can help a salesperson become successful. I really liked how you said sales has evolved from accessing information to curation it, asking the right questions in order to receive good and informative answers. A salesperson needs to gain an understanding of the customers pain, and asking thorough questions can give them an opportunity to do so.
I love your points on focusing on the customer when selling. It is so important to listen to what the prospect has to say to discover what their pain is and be able to help them solve that.