Creating Problesm With No Solutions

Article by ContractorSelling.com

Why Your Sales Suck! REASON #4 - Creating problems with no solution.

There have been many studies on creating dissonance with buyers to get them to act or purchase. In the contracting world this means finding and bringing problems to the client.

Creating dissononce does work, however when creating or explaining problems the solution must IMMEDIATELY follow the explanation of this trouble. Techs that suck explain the problem to the customer way too early before they have found a solution or a price.

They babble on for seems like an eternity giving the client a FREE Consulting session before they have ever found or priced out a solutions for the client. In common terms, the sales person becomes a pain in the a**.

You thought they were done talking? Not a chance! They then go into a diatribe about the lack of maintenance and all the problems with the system and then tell the customer they need to figure a price for all of this.

Usually they go out to the truck to gather all the pricing further creating dissonance without a solution until the client is driven to call another company in the phonebook, usually while the tech is in the truck.

What happened to all the supposedly great bonding and repoire the sales person developed? Did you ever notice how the customer is somehow ‘different’ after you return with the prices in this scenario?

Don’t describe the problem until you have priced it first. Dissonance followed by solution immediately is indeed truly a solution that will create action.