The Problem solving modelUse the problem-solving model as the basis for allsales.
By solving a customer’s problems, you ‘cure’ them of their pain, and they are grateful to you. They like doingbusiness with you!When you have ‘cured’ one customer, they are likely torecommend you to other people they know who have thesame problem – which you’ve just solved. Your customers are happy to find new business for you.
Write down the main problem which your product or service solves – the pain which you can cure.
Once you know the main problem which you can solve,you know the Main Benefit which your product or servicedelivers.Use your Main Benefit as the headline to your adverts,the first thing you say when someone asks you what youdo, the slogan which you have on your letterheads andbusiness cards.
Write down the reason why you can cure this pain or problem better than anyone else on the planet
Now you know how to beat your competition. If your customer asks you why they should order from you,when they can get it cheaper/quicker/easier fromsomeone else, you can tell them
“O. K. but you will suffer if you order elsewhere because no one else can solveyour problem EXACTLY like I can, or do as good a jobFOR YOU as I can because I’m the only one who can…”
(If you don’t know any reason why you are the best onthe planet at solving the problems which you solve, ADDsomething to your offer, or re-engineer it until you havesomething which makes you unique. This is your UniqueSelling Point – USP).
Model yourself on a doctor who cures his patientspain.
When do you go to your doctor? When you are in pain.Doctors are among the most respected members of thecommunity. Why? Because they cure your pain – WHENYOU HAVE ONE. They don’t cold call you or bother youwhen you’re in perfect health.www.rsvpchicago,com
How would you feel about a doctor who cold-called youwith a special deal to remove your bladder next week-‘because we’ve got some spare capacity. We can offer you a special cut price!’A doctor has a list of patients. The successful doctor’ssecret is to have a big enough list of potential ‘ill people’so that at any moment, enough of those patients are illand in need of treatment to keep the doctor busy. YOUneed to develop a big enough list of people who are likelyto need your ‘cure’ at some time in the near future.
Don’t model yourself on double-glazing salespeople
They are among the least respected people in thecommunity – because they spray you with junk mail, junkfaxes, junk phone calls all trying to solve THEIRproblems (lack of sales) not yours.
Find groups of people with a problem which you cansolve.
A group of people with a problem which you can solve isyour market. They can be consumers, parents of teenagechildren, businessmen looking to increase their profits,widows in Chicagp with an income of over $65,000 ayear – whatever.
Find one person whose problem you can solve, thenfind a list of people like them.
This is the ‘marketing’ part of selling – finding the peopleto sell to. Once you have solved a problem for oneperson in a group, you can solve the same problem for anyone else in the group who suffers from it.You can then find several different groups of people or markets, and solve the same problem for them.
Sell first to the group of people (the market) whichhas the most money to spend.
If you have several possible markets with a problem youcan solve, spend most of your time with the group whichcan most easily afford your solution. They will be quicker and easier to sell to than people who will struggle tocome up with the price you set for your product.RSVP Chicago 847-939-6065