Sales Mistake #4 – Being a solution “expert” too soon.
Do your salespeople make this mistake?
Ironically, salespeople are often passive while the customer is defining their needs but then suddenly become a vocal “expert” while explaining their solution. Such salespeople assume the customer will see it as a perfect fit, which is unlikely. This, then, leads to a price war!
From now on, let your competitors make this mistake — not you! Rarely will a need identified by the customer without your involvement match exactly the strengths of your offering. If you probe to understand the reasons and causes for the need you will likely discover a 2nd need. Now you’ve created more buying desire, plus gained an edge over your competitors!