Both times that Evan Addams came to speak in class, he talked about this concept of “selling the Simple.” Often when someone is selling a product, they want to share all the nitty gritty details of their genius product. They believe that what will sell the prospect on their product is knowing all the complex features that make up their product. In reality though they may not understand or care to know the complicated part. Complications will only distract them. All they want to know is if that product will solve their needs. The key as the seller is to ask good questions, pay attention, and understand their pain. The seller then can help the prospect come to their own conclusion that the product will solve their problem. This way the prospect will not be distracted by details and features that have no relevance to them. All a sales person needs to do is sell the simple.
BoweryJE22
I agree that the key for the seller is to ask good questions, pay attention, and also understand their pain. I really thought it was a good technique from Evan Addams about selling the simple.
This is a huge point! Sell the simple! selling the simple is essential in the sales process. This can evident in day to day conversations. when you are talking to someone about what you are passionate for you have to break that thing down. If you were to talk to someone about your hobby with the language that you use for it, odds are that that person will completely miss what you are saying. It is the same in the sales process, you need to break you product down so that it is simple to understand for your customer.
Agreed! Simplifying sales processes can make it easier for both clients and salespeople to be on the same page and not get bogged down in the details. This also seems to generally be a good rule of thumb not just for sales conversations, but for normal conversations as well to stay focused on the person talking and practice being a good listener.
I agree with your point there Karis! I am one that fits in the category of being distracted or hung up on the bitty gritty details that me be pitched to me during a purchase. Once I am distracted, the sale has gone off the rails for me because I may not be able to wrap my head around one of the features or aspects.
I’ve been in lots of sales conversations and pitches where the salesperson hit me with as many complicated phrases and bits of industry jargon that he or she could, spoke incredibly fast, and spent so much time talking about how the back end of things worked… which they thought must have made them impressive? Not to me. To me this was a waste of my time at best and outright confusing at worst. Let the client speak. Find out THEIR pain and THEIR needs. Then fill those.
Hey Molly – Evan Addams really got it right when he talked about “selling the Simple.” So often, people think they need to overwhelm customers with all the intricate details of their amazing product. But the truth is, customers don’t always care about or understand the complexity. What they really want to know is if the product will solve their problem. As a seller, the key is to ask the right questions, listen attentively, and understand their pain points. By doing this, you can help customers realize for themselves that your product is the solution they need. This way, they won’t get distracted by irrelevant features and can focus on what really matters. Selling the simple is all it takes