Let me be blunt…
…There is either value for what you offer or there isn’t. Poor sales thinking results in sales people attempting to demonstrate the value of their product or service to their prospects.
But demonstration is just that; It’s a show and tell exercise.
That’s not valuable.
Some prospects will see the value – others wont.
Some prospects will genuinely have a need for you offering – others wont.
Most prospects who have the need for what you have, won’t know that they have this need or wont tell you initially.
Your job is to find it; Uncover, explore, dig, probe, question, diagnose, expose, expand, empathise…your job is to find the need and therefore find the value.
Your job is not to demonstrate what you have.
What you have, your product or service, is irrelevant unless and until is solves the prospect’s need.
Irrelevant is a strong word. Your offering is very relevant to you…but you are not the prospect; You are not the buyer.
The value of your offering exists. But as a sales professional you must know how to find that value.
Here is hint – be genuinely fascinated in your prospect’s situation and less interested in “selling” your offering.