Clarity in sales is very important, and last week we learned a lot about clarity in sales. As a salesperson, you need to be clear and understand your buyer’s wants and needs. The importance of digging for their PAIN is essential as a salesperson. Also, doing it ethically is important as well because you don’t want to be pushy when building a relationship; it will most likely run the buyer away. I personally would want a relationship with my salesperson, especially after my latest sales experiences, which weren’t great, so I would want my salesperson to get to know me so we can build that trust. Although just being clear with your buyer isn’t enough, we need to find a direct path to their pain and their need. Once you find that direct path to their pain, we can use deeper questions to understand. Never ask a binary question in a sales conversation. Instead, use the question of scaling to see how your buyer feels about your proposition. After you hear your buyer respond to your question with an answer of “maybe”, then ask them the question, “On a scale of 1-10, 10 being the highest of your interest, how do you feel about our company?” This will give you a better understanding of their wants and make your buyer more accurate and honest. Then, you follow up after that question with, “Why didn’t you pick a lower number?” This question allows your buyer to talk about some of the positives of the salesperson’s business. This question leads to a better understanding of shifting your view on the buyer to telling them more positive changes with what their business has to offer. Overall, the importance of Clarity in sales is so crucial and is needed in order to further gain more knowledge on your buyer’s pain to ultimately finish the sales process while building a relationship and trust with your buyer.
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