A few weeks ago Prof. Sweet taught our class a lesson on how important clarity in sales really is. While it may seem like an obvious act to do, telling the buyer what our product or service we are trying to sell, may not be so easy after all. We must keep in mind that this is most likely the first time that the potential buyer or customer is hearing of this product. While we may go and sell our product for a living, the prospective client has no idea what is going on. The selling of our product must be clear and easy to understand if we want to sell our products. We all struggle in this area. Whether it is trying to help our little sister with her math homework where the answer is so blatantly obvious that we can’t comprehend that she doesn’t understand it, or it is trying to explain our iPhone to our grandparents we have all fallen victim to this way of pitching to our piers. In class clarity in sales is done by identifying problems that becomes a methodology for moving others or selling. Mastering this art, and yes I do say it is an art because it is not easily done, is a crucial part of the sales process. Clarity in sales is also done by flipping to traditional sales skills as a way to ensure our services are sold appropriately. Here are some examples of this that we touched on in class:
Past: All About Accessing Information
Today: Curating Information- relevant.
Past: All About Answering Questions
Today: Asking the Right Question-
Uncovering possibilities.
Although these may seem obvious, they are all about presentation and understanding how to appropriately finding out information, asking the right questions, and uncovering possibilities. Once we are able to practice these ways of selling, Clarity in sales will come naturally.
BoweryJE22
I loved your post and how you stressed the importance of clarity in sales. I think it is especially important to be precise and clear in what you are trying to portray to your clients. I also view it as very important to have clarity in all aspects of life, not only in the sales world.
Clarity is definitely important! I can see how one could easily fall into the trap of assuming the prospect knows more than they actually do. Asking the right questions and clarifying all the way to the root of the problem, or the meaning of your potential solution will be vital to closing a deal.