solutions

Customers Value Options

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When your customer comes to believe that you understand their business, and care about its success, then you’re on your way to building an enduring relationship.  Their belief is grounded in your proven delivery of solutions that create value for them, solutions that resolve a short-term need while contributing to the achievement of their longer-term goals. Thisenables your solutions to become investments in their future rather than one-time transactions.  Ensuring that your solutions create value rests on your ability to …

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Incenting a Prospect to Act

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When a new prospect asks you to describe your product or service, how do you respond? How do you get the conversation started so that the prospect is incented to ask how you do what you do? Rather than describing your products or services in response to a prospect’s inquiry regarding what you do, ask if the prospect is experiencing a typical problem that is resolved by your offering. Then, explain how your solutions solve …

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Move to Where the Ball Will Be

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During the recent World Cup event, one of the best players was asked why he was so successful and he replied, “I never go to where the ball is – I always move to where the ball is going to be.” When you propose solutions to meet a customer’s needs, aim for where they want to go. When you are developing solutions to solve a customer’s problem or meet a stated need, think first about …

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