Sales without Selling; My Secret To More Sales, Part 2
June 1, 2023
New Product Benefits; My Secret to More Sales, Part 4.
June 14, 2023
No one cares about your solutions, product, or service if it does not resonate with a genuine need they have. Don’t waste time pitching your goods until you truly understand what your potential client needs.
That is what this 4-part series of blog posts is all about. “IISB” serves as a way to help you and I sell our product faster.
BUSINESS ACRONYM YOU SHOULD KNOW
The first “I” is about truly understanding what the Issues are that your client is having. Without this understanding, you can’t sell to them.
The second “I” is about helping them articulate the Impact their Issue has on their lives. Sometimes they need our help to determine the Impact. Sometimes, they can clearly articulate the Impact.
YOUR SOLUTIONS
Now that you understand their Issue and the Impact, you are ready to share with them the “S” in “IISB, your Solutions to their problems. How does your product or service resolve their Impact? That’s your pitch.
Forget whatever previous pitch you have given other potential clients. Your pitch should be uniquely catered to the person you are talking to and what their Issue and Impact is.
Sure, there will absolutely be an overlap in your pitch. Many of your talking points may be the exact same. But, you must couch your Solution to their Impact and not some generic Impact they may or may not relate to.
IMPACT ISSUE
In the previous post, we discovered that your potential client has a considerable Issue: lack of time. They don’t have the time to clean their house and do the things they want with their family.
The Impact is that their relationship with their kids or spouse is not as strong as it could be.
YOUR SOLUTIONS ARE THE WAY
Here’s your pitch: “You need a cleaning service to come once a week to clean your house so you can spend time with your kids and spouse.”
Done. I’m in. You have understood my Issue and its Impact. The Solution you presented solves my problem. I’m sold.
How much does it cost? Whatever the cost, I’m likely to say yes because it’s going to help my marriage, and that is priceless.
PAVE THE PATHS TO UNDERSTANDING
This example may be extreme, but this is how it works in reality. I’m already 99% of the way to yes, and we have not even hit the “B” is “IISB.” But, I’m 99% of the way there because you did the legwork to truly understand me.
Now it’s time to seal the deal by naming the Benefit of your Solution. And that is where we’ll pick up in Part 4 of this series of articles.
