อย่าพูดภึงแค่ฟีเจอร์แต่จงแบ่งปันโซลูชันด้วย

Topics อย่าพูดภึงแค่ฟีเจอร์แต่จงแบ่งปันโซลูชันด้วย

การขายเชิงให้คำปรึกษามุ่งเน้นการหาสิ่งที่เหมาะสมกับลูกค้า คุณต้อหาโซลูชันที่สามารถแก้ไขปัญหาสำคัญของลูกค้าได้ นั่นแหละคือวิธีการสร้างคุณค่า You need to take your customers biggest problems, their challenge, and then find the right solution. When you’ve got that great fit, that’s where value comes in, that’s how you create value.

The closer the fit the higher the value.
[accordion open=”Full Transcript”][accordion_element title=”Read More”]

So, where many sales professionals go wrong: over-emphasising features.

Now we’ve talked in previous lessons and topics about features being: What a product is or what a product does or what a product has. It’s those technical specifications. Now those are important but they’re not most important.

In fact, if you’re consultative sales professional, what’s going to help you close more deals faster and easier than ever before, is your ability to translate those features into benefits and then getting those benefits to be demonstrated as solutions.

You need to be the answer to your customers questions. You need to be the answer to your customers problems and present a solution. How can you help them?
Solutions are going to solve their problems.

You’re not just selling a product or service, that has a price.

Solutions are an investment. Solutions will help them make more money or save more money. Solutions will help your customers become more profitable or more productive. That’s where the value is that’s how you can be a solution provider.

This is solution selling, it’s value selling, it’s ROI selling, it’s relationship selling, it’s consultative selling.

.
[/accordion_element][/accordion]

Leave a Reply