Before the internet (in most cases), good salesmen were very focused on demonstrating their problem-solving ability to the customer. They were focused on demonstrating how their product/service solves this specific problem. Today, however, consumers are very different. In most cases, the consumer knows about the problem and even maybe how to solve it. The goal for salesmen has shifted in the sense that a salesman main priority cannot be focused on demonstrating the problem-solving ability, that would just be a waste of time and probably turn the prospect off. The goal of a good salesman these days is being able to organically make the customer realize the problem and connect the dots on their own.
We live in a digital age, which results in a symmetry of information for prospects and self-serve solutions. Consumers are much more aware and have quicker and easier access to information than ever before. Therefore, if we want to be successful salesmen, we need to concern ourselves with allowing the prospective customer to convince him/herself.
It is being a problem solver vs. being a problem finder. Success lies in an ability to naturally and honestly have a conversation with a prospective customer and have them truly realize their need on their own. An ability to have a conversation and pick out the different potential pain points and drill down on them a bit and test how the customer reacts to it.
BoweryJE22
Exactly! Isn’t it strange how salespeople clinging to outdated selling methods still feel the need to put extra effort into shouting off features and rambling about what they’re product can do? All they need to do is have a friendly conversation and know when to shut up and listen.
The digital age makes the sales process difficult to translate in an online platform. Being a problem finder and solving those problems is what makes face-to-face selling more effective than online selling.