A major problem salespeople encounter is dumping product or service features and benefits on the client. They think all the bells and whistles are important and interesting, so they have a tendency to start listing them. Unfortunately, this can have multiple side effects.<\/p>\n
The first is more obvious, which is that it can overwhelm the prospect and cause them to turn you down, but there is another reason which is less well known.<\/p>\n
If you start listing your product knowledge, expertise, and especially problem solutions before you understand what the real problem is, you basically end up giving your trade secrets away for free. Originally, the prospect was there because they wanted to fix a problem they had. The moment you start listing solutions before they actually purchase from you, they will have the ability to look up on their own whether those solutions are really fixes for their problems, or even if they can do it themselves. This completely cuts you out of the equation, so not only did you not get the sale, but there is no hope for you to get the sale from them in the future, because they now know what you know, and can act upon it themselves.<\/p>\n
Therefore, you should focus on learning their problem, digging for pain, so that you can give them the information that they need, to determine whether or not they want to purchase from you. If you answer their problems, and questions, all while asking questions of your own, you are more likely to get the sale, because they will trust you to get the job done, and they won’t feel bad about purchasing from you.<\/p>\n
In conclusion, you should remember not to dump all of your trade secrets on your prospect before you know what the printer is, or before the client learns to trust you.<\/p>\n","protected":false},"excerpt":{"rendered":"
A major problem salespeople encounter is dumping product or service features and benefits on the client. They think all the bells and whistles are important and interesting, so they have a tendency to start listing them. Unfortunately, this can have multiple side effects. The first is more obvious, which is that it can overwhelm the […]<\/p>\n","protected":false},"author":3229,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-14291","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14291","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3229"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=14291"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14291\/revisions"}],"predecessor-version":[{"id":14292,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14291\/revisions\/14292"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=14291"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=14291"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=14291"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}