It’s your job as a sales professional to help your prospective customers find the product that will work best for each of them. As this is your objective, you do not want to introduce your products by focusing on their specific features. Rather, you want to talk to the prospects and determine their wants and needs and the specific benefits they seek. Once you have this information, then you can present one of your products as a solution (assuming one of your products offers that benefit). Mapping solutions this way helps build trust and influence and ultimately makes the customer more comfortable with the purchase.
Author: Nathan Jamail
Nathan Jamail is a keynote speaker and bestselling author of 5 books, including his most recent “Serve Up & Coach Down.” With over 25 years of leadership in Corporate America as a top Director of Sales and a small business owner of several companies, his clients have come to know him as “The Real Deal.” Nathan has taught great leaders from across the world and shows organizations how to have a “Serve Up Mindset” to achieve maximum success. His expertise doesn’t come just from research or interviews. It’s from living the life of leadership for over 25 years. As a sales leadership keynote speaker and author who works with thousands every year, he challenges leaders to be the best version of themselves and settle for nothing less! Check out Nathan Jamail’s books, articles, keynote presentations, and blogs at NathanJamail.com or follow us on LinkedIn, Facebook or Twitter.
