NOT YOU One of the biggest mistakes salespeople make is that they start offering solutions too soon. Doing so will invite objections, especially price objections. Solution Questions allow her to explain the benefits of your product or service and how it will solve her problems. Only offer benefits, and only offer benefits when the prospect has expressed an explicit need that absolutely has to be met. Remember, let the prospect do the selling.
Most major sales involve several people.
You tell or suggest to the prospect what you want him to do. You ask her if there is anything else that's important to talk about. Before you present your product or service, it's critical that you build a strong need to have problems solved. You build tremendous value in what you sell if you can get the prospect telling you the frustrations he or she has and the determination to get those situations taken care of. When that happens, you then simply demonstrate how your product or service will solve the problems and the close is almost automatic.