Who likes a pushy salesperson?
Funny, I didn’t see any hands go up.
The short answer is NO ONE!
Have you ever felt like a pushy salesperson in your business?
Maybe you have a product or service that you offer, but you haven’t been getting good traction because you just “are not a salesperson” (Nor do you want to be frankly).
It’s okay, not everyone is a super salesperson.
But…. Everyone has the capability to be.
People seem like pushy salespeople when they are fully focused on offering a product but don’t ask the questions needed to know if their service or product is right for their client.
You may have the most amazing product in the world that can benefit everyone, but if you don’t go into discovery with your client, you will never convince them that they need it.
So what does it take to qualify your client for your service or product?
And how do you come across, not as a salesperson, but as a consultant?
That is what we will dive into in this post.
To get a better understanding on where to start, you must first know what solution selling is and how it can be effective with your client.
Solution selling is exactly how it sounds, selling a solution to a problem the client has.
When you are able to solve a problem for a client, they will be 10X more likely to buy. People are willing to pay for something that solves their problem.
This not only helps your customer but when you can find a solution to your customer’s problem, you are seen as a consultant or a trusted advisor rather than a salesperson.
This level of trust is what you need to create with your client. We will learn how to do that by going into a discovery flow initially with your client. You will be able to gain a level of trust and cater your solution (aka your service or product) directly to the client and their needs.
When you are in a discovery flow, you are asking the client questions that will help you get a better idea of their problem and how your product or service can help them.
Here are a couple of example discovery questions you can ask you client:
- Who do you have for your current service?
- Have you tried any other services?
- What is most important to you?
These are just general questions to find out about their current service and their needs. Next you want to ask about the quality of the service they have now to discovery where their problems are.
- How is your current service?
- What is the problem you are trying to solve?
- What is the biggest complaint about the service you have now?
- What are you looking for in a ____ service?
- What is something you wish you can do that you can’t do now?
These are very direct questions that will give you an idea of the troubles your client is experiencing and if there is an opportunity for you to help.
Listen thoroughly to your client and their concerns. Once you do this you can then tailor a very specific pitch to them based on their main concerns.
Use transition sentences that tie back to their concerns or issues.
- Based on what you told me…
- I completely understand your concerns…
- Many people have concerns about ____
- What if I told you we can resolve (issue A) by….
These statements help people feel listened to. It is important to acknowledge that you understand your clients main concerns. Just the simple acknowledgement that you heard them correctly can go a long way.
Now is the fun part…
Creating a Solution
When you consider yourself a consultant and not a salesperson, you are more focused on offering something that will solve a client’s issue or recommend for them something that will be better than what they have now.
Upon recieving the answers to your client’s issues, you should be able to formulate a quick inventory of what they need, what they don’t need, and what will benefit them to have.
Make a list, whether it be in your head while you’re speaking with them, or on paper of every way your service or product can help your client and next to it put what problem you are solving for your client.
If you can’t think of a problem you are solving for them, don’t list it.
You want to make sure when you pitch your client you are only offering them something that will benefit them in some way.
If your service provides a feature your client doesn’t need, you can decide if you want to offer it. If it doesn’t solve their problem directly but will still benefit them, throw it in as an “added bonus.” This will just continue to add value to your offer.
Ultimately you want your client walking away happy feeling like they got more than they expected.
Take time to follow up with your clients, ask how the new service going. Ask them if your service met their needs or exceeded their needs.
Of course if you service exceeded their needs, now would be a great time to ask for a review. Having several reviews under your belt of happy customers will expand your business faster as others will want to go through the same experience.
Follow up is an important part of the process so don’t skip it.
I hope there was some valuable information in this post that can help you in correctly asking the qualifying questions needed for you to pitch a product to your customer.
I personally believe this is the most important step because it sets the tone for the whole transaction.
Remember to be a consultant and ask your client questions, do not just be a pushy salesperson and talk about your product from the start. You must create a relationship with your customer and figure out what problem they have so you can effectively solve it.
Are you a designer or a consultant looking to ask your clients the right questions on your initial consultation?
I have put together some of the most commonly asked questions needed to discover your clients needs in a convenient pdf for you. You can get it FREE here.