From the course: Sales: Closing a Complex Sale
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Map your solution to the problem
From the course: Sales: Closing a Complex Sale
Map your solution to the problem
- Clarifying value is the art of ensuring the customer understands completely and simply how your solution solves the problem and the tangible value your solution brings to them. Let's look at a before and after example. Let's say your customer is a commercial building owner who's building a new office building. You sell elevators. He needs four of them. You work through the process with the engineers and the architects and are at a point when you are presenting your elevator solution to the owner. The less effective way would be launch into how well engineered your elevators are, how long they last, how smooth they ride and the fact that they have the industry's longest warranty. Now, in this case, you certainly communicated your perception of the value, right? But how do any of these features line up with the customer's objectives and metrics? In fact, after this type of presentation, most customers will simply tune out and ask for the overall cost or price. Sound familiar? What if…
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