Did you like my Wisdom? Please share it with someone who is frustrated because they're making offers that aren't consistently winning their prospect's business. - Matt
Experience is an excellent teacher if you take time to learn the lessons.
The big problem with that sentence is that most of us only try it when we've failed.
I would argue that there's more to be learned from our everyday wins than our epic failures. Why did this customer choose me? What about our conversations built a mutual trust and respect for each other? How did I show my passion? How did I bring out theirs? And for the purposes of today's Wisdom, how did I articulate my value in a way that created a winning connection?
Here's the lesson a client and I learned recently. The 3 P's are an integral part of the selling process. You must understand your prospect's problems. You must know the pain that's stopped them from solving the problems on their own. Lastly, there must be a connection between solving the problems, and how the people's lives change once the problems are gone.
Please note the 's' at the end of problems. My client won a deal for their bank where they weren't the lowest rate that was offered. They didn't have the longest, deepest relationship of the competitors involved. In fact, she came into
the deal fairly late in the game.
Her secret? She discovered her prospect had two problems that needed to be solved, and the competition, like most sales people, had only focused on one.
She won a highly sought-after customer because she found and presented solutions to her prospect's external AND internal problem.
Let's talk through external and internal problem solving in this week's Windshield Wisdom, and show you how clients and prospects are willing to reward those who are brave enough to understand differently and deeper.
Matt Middendorp is a nationally acclaimed speaker and sales coach with over 20 years of experience turning connections into customers and advocates. In 2013, Matt founded Sales Math, and debuted his “Formula for Success” sales training system to bankers across the country. From the beginning, Matt’s clients have experienced learning that is fun, meaningful, and makes a difference in the real world. Today, Matt’s core philosophies of “Learn Together, Do Together, Grow Together” are taught through in-person coaching, online as part of the Cool Bankers Academy, and by his leadership of the Cool Bankers Club Facebook Group. His clients are making millions based on the confidence and skills gained from learning a sales process tailored to their individual personalities and businesses. For information about training and workshops visit www.Sales-Math.com, call (715) 897-0879, or email Matt personally at [email protected]
And I promise absolutely no spam!