You’re meeting with a prospect. You’ve asked all the appropriate questions to uncover the prospect’s problem, concerns, desires, goals, and expectations. After fully analyzing the situation, you announce with no hesitation whatsoever, “No problem. I have exactly what you need.”
Does the prospect gasp a sigh of relief, utter under his breath, “Thank goodness,” and pull a purchase order from the drawer? Perhaps in Grimm’s version of the story, but not in the real world.
Why?
Prospects are skeptical of salespeople whose products or services are “exactly” what they need, especially if the salespeople are too quick to make the proclamation. At some level, prospects want to believe that their problems, concerns, and goals are not run of the mill, but rather, somewhat unique requiring solutions that are also somewhat unique.
So, even if your product or service is exactly what the prospect needs, don’t be so quick to make the announcement. Tell the prospect that you have addressed similar situations and with the proper focus, and fine-tuning (perhaps with his help), you can provide him with a competent solution. You still get your point across—that you have a solution. And, you acknowledge the uniqueness of his situation which will require more than a cookie-cutter solution.
