A couple of lectures ago, we discussed the practice of using clarity in selling to better address the customer’s issue and hopefully solve their problem. This stuck out to me because it is so different than what traditional sales encourages you to do. Traditional sales says to find what you want to sell and force it on the customer, whether they want the product or not. However, it is more beneficial to find out what exactly is causing the customer pain and what problems they have, so that you can see if your product is going to fix that issue.
Even in the lecture yesterday with Evan Adams, he said something along the lines of selling is having a product and showing the customer how it can help them, even if it solves a need they didn’t know they had. Sometimes customers don’t even realize they have a certain need until someone points it out. By doing this you can help address what they what didn’t even know they were looking for. This could also come off as pushy because even if a customer needs something, they might not want to admit that they need it. This is why being patient and understanding in sales is so important because it shows the customer that you are there for them and not for your own agenda.
Another thing about clarity in sales is asking direct questions in a subtle way. Even with two questions you can identify so much about what someone is looking for. These questions would look like using a scale of 1-10, and then when they answer, you can dive deeper into why they chose that certain number. Even if a customer seems like they have their guard up and doesn’t want to talk about their issues, over time they can soften if you show them that you are their to help them.
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