Create a Unique Sales Solution to Match Customer Needs

If you don’t know your customer’s buying criteria, or if you find yourself guessing, consider it a signal that you haven’t placed enough emphasis on uncovering customer needs. You will have added significant value to your customer’s buying process if they come away with a better understanding of their buying criteria and with a greater awareness of important issues they had not previously considered.

If you want to achieve greater sales success, you have to participate in the creation of a unique sales solution that meets your customer’s needs. When the solution you design for your prospect includes certain buying criteria that you are uniquely qualified to address, you have set the ground rules in your favor. But, in order to achieve this result, you must, again, resist the temptation to pitch your solution too soon. Instead, design a customer-focused solution that locks out your competition.

Kevin Davis

Kevin F. Davis is the author of The Sales Manager’s Guide to Greatness”, which was named the 2018 Axiom Business Book Award Winner, Silver Medal. Kevin is also the author of Slow Down, Sell Faster!”.