Getting a phone conversation, let alone a face-to-face meeting, with a prospective customer is tough enough. Everyone is on a schedule and trying to make the most out of their day, they don’t want to waste their time listening to someone who is going to be confusing or annoying. If a prospective customer gets lost in the pitch or your story, they are going to be less attracted to any solution you may have to offer. They may not even understand the solution, not because of the way you explained it, but because they don’t even realize the problem they are really experiencing. They need clarification.
According to Pink, clarity in sales is allowing a prospect to see their situation in fresh and more revealing ways, they need to be able to realize their problem. Clarity is an essential element in the sales process, it avoids confusion and keeps the prospect focused on what’s important (solving their problem). The goal with the modern-day sales pitch is to allow the buyer to realize their problem. As salespeople, it should be our goal to be as honest and transparent as possible to be able to sell to buyer organically and allow them to really trust in themselves to buy the product.
BoweryJE22
Stephen, the visual you’ve attached to this post is truly compelling. Could you imagine pigeons wearing hats? Even further, said stylish pigeons discussing antonyms? What a world that would be to live in.