August 11, 2021

Sales: Focus on the solution, not on a product.

Sales: Focus on the solution, not on a product.

Are you interested in purchasing a product or interested in solving your problems? 

Then, the answer will be a solution.

Humans tend to find a solution to their problems. 

It can be related to their personal life as well as business. But, they are in a race to find a solution—a way to tackle their problems.

Every business starts by finding solutions to people's problems. It begins by identifying the issues and finding out a solution for those problems. 

The same is for sales.

Unless and until the sales team recognizes their prospects' issues and pain points, they will never be successful in selling their products.

Here are three best practices in sales to find a prospect's problem and solution

  1. Go for deep research: Before you pitch any solution to your prospect, it is necessary for you as a sales rep to have profound research on the problems of your prospect, pain points, their requirements, their budget, etc. You know this will help you in the long run with the prospect.
  2. Focus on problem and solution: Go for a short brainstorming whether the product you are offering solves all the problems of your prospect? If yes, then pitch accordingly. If no, then find what features of your product can reduce the issues and pitch, therefore.
  3. Be honest with your prospect: If there is no way your product can solve your prospect's problems, then be open and fully clear with your prospect. There will be a chance to suggest the best solution for the issues they are facing away from your product. It builds up a good connection with your prospect and, at the same time, builds credibility for the organization. There are chances that they might end up suggesting your product to someone else.

In sales, "It's not your product which is sold; it is the solution bought by your prospect in the form of a product."

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