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#1 Don’t Present Solutions Until You
Are Absolutely Clear On Needs
Too many salespeople talk
about solutions much too early
in the process.
This creates dissonance in the prospect’s
mind, as they are unsure during the
presentation how the solution you are
providing will help their situation
#2 Get the prospect
to envisage the
better future with
This ‘better future’ might include higher
profits, better productivity, lower wastage,
increased turnover, lower staff loss or
something similar. When the prospect is
convinced that they need that better future, it
creates awareness in their minds of the
changes that have to be made to achieve it.
#3 Make the changes
they have to go through
as painless as possible
So many prospects
see change and
associate it with
pain. They are
the ‘pain’ they
have to go through
to get your stuff
benefits they will
receive from going
through it. If they
are going to have
to go through
change in some
way, ensure you
explain how easy
it’s going to be to
#4 Highlight The Current Reality
And How It Really
Needs To Change…
The main reason for procrastination and indecision is because the
buyer doesn’t associate enough pain to not changing the status quo.
They are content or even happy with what’s happening and it won’t
be worth the effort to make the change. If you help them see the
result of NOT changing now, you open up the opportunity for the
change to take place sooner rather than later.
#5 Show Proof That
Your Solution Has
Prospects Just Like
Them To Improve Their
Imagine seeing a short video of another company in your industry who has benefitted by using
the solution that’s being presented to you. You see how it has helped them overcome
difficulties or improved their output. If you had the same solution, you would see the same
results. Wow, won’t that make you feel that making the decision will be valuable to you?
Try highlighting what they will see as a
result of making that decision, and you’re
very likely to kill off any indecision
anxiety for good.