Customers Don’t Choose Who Has The Best Solution
No matter what you sell — a product, a service, a subscription, etc. — you’re selling a solution to a problem.
Prospects aren’t looking for our products and services, they’re looking to get their problems solved.
The business owner and CEO who can understand the problem the best (not have the best solution) is most likely the one that gets the business.
In almost every case, the act of solving problems should be the primary focus of any engagement with a prospective customer.
Take the time to determine and list the problems your ideal customers see and feel.
If you’re having a tough time thinking about your ideal client’s problems, think about the conversations you had leading up to your sales meeting, the things addressed in your discovery process or hopefully, you’re a good note taker and can revisit those for some insight.