Why That Worked – Presented by StoryBrand.ai
Challenge #7 – Stop “Selling” and Start Talking About The Customer’s Problems
Aug 15, 2023
Learn how to have more natural sales conversations by focusing on the customer's problems and the solutions your product provides. Discover the importance of highlighting the problems your top products solve and creating an internal campaign to get everyone talking about them.
07:25
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Quick takeaways
- Focus on talking about the problem your product solves rather than the product itself to have more effective sales conversations.
- Develop problem-solution communication within the organization to naturally promote products and generate more revenue.
Deep dives
Understanding the Power of Problem-Solution Alignment in Sales Conversations
In this podcast episode, Donald Miller emphasizes the importance of understanding why people actually buy products. He suggests a unique approach to sales conversations that focuses on problem-solution alignment rather than traditional sales techniques. Miller advises listeners to create a list of their top five to ten products and write one to three words that describe the problem each product solves. By articulating the problem and emphasizing it during conversations, salespeople can trigger purchases and sell more effectively. Miller recommends spending 95% of the conversation time on the problem and only 5% on the solution, as people are more likely to buy when they feel understood.
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