Tip:
Highlight text to annotate it
X
Hi everyone it's Tom Abbott here, founder of Soho Sales Coaching, Sales Trainer, Coach
Keynote Speaker and arthur of "The SOHO Solution:
21 Selling Strategies for Growing Your Small Business" with a tip on how you
can increased sales and grow your business
Have you made the mistake of trying to sell your products before fully
understanding your prospects most pressing challenges?
Well this is the same as your doctor handing you a prescription before taking the
time to fully understand your symptoms.
You can carefully diagnose your prospects symptoms by creating a needs
assessment.
A benchmarking tool
that compares your prospects process or how they're doing things now
to what you as the expert
considered to be the industry standard or best practice.
The assessment results often make the case for making changes in order to
make improvements.
That's where you come in.
Ask them:
What specific challenges are you facing?
What have you tried to help overcome those challenges?
What would success look like as a result of this solution?
Your task today is to create a tool for identifying the needs of your
prospects.
Ask intelligent questions. This will better position you as the ideal
solution provider.
If you found this sales tip useful
you can download a free self assessment of your selling strategy or order a copy
of "The SOHO Solution:
21 Selling Strategies for Growing your Small Business: at sohosalescoaching.com