Only Reveal Problems With Solutions - Sales Tip of The Week

One of the things people who get the best results always remember to not reveal problems too soon during the call. In fact they just shut up until they find both the problem and a solution before they talk about any issues their customer may have regarding what is wrong, how lack of maintenance has played a part and how the problem has been neglected.

Many techs and sales people run from problem to problem with the customer like “Chicken Little” telling them basically that the sky is falling and about everything else that is wrong. Basically they are doing free consulting or educating with the customer giving away years and years of knowledge that took many hours to accumulate. Your job is to fix the problem not run a technical class at the customer’s home.

Most customers either get bored or angry when a tech reveals problems too soon in the call. Why? It is because the tech is creating dissonance or trouble in the customers mind about the seriousness of the problem without having a perceived solution. Heavy hitters know that you must never talk about the problem unless you have different options with prices to show the customer first.

The longer the gap in time that goes by after you have talked about the problem and the time that you come up with a solution the less competent you are perceived by a customer to be. Basically you look a lot smarter when you have a solution and a lot dumber when you only talk about problems.

BY ContractorSelling.com