Selling the solution
Posted: Wed Jan 22, 2025 7:06 am
The method is based on assessing the degree of urgency of the problem. The developer of the method, Michael T. Bosworth, distributes the company's needs into three levels:
Hidden pain: a problem that the client is well aware of but ignores (sometimes deliberately).
Identified difficulty: The consumer is aware of the existing difficulty, but cannot do anything about it because he has not yet found a suitable solution.
Finding a solution: the client is familiar with the problem and really wants to fix it.
What type of business what is gcash do you think a seller would be most interested in? Logically, probably one that is in the process of finding a solution. But Bosworth says that there are only about 5% of those on the market. So it would be best to target customers who have already identified their problem, understand the importance of solving it, and see the potential benefits that using your product will bring them. By the way, competitors may find them earlier...
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"Selling price list: 5 marketing tricks + 10 tips for design"
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Selling with added value
Many salespeople believe that a good discount will encourage a customer to make a decision to buy a product. But Tom Reilly, who wrote the book "Value Added Selling," believes that buyers are primarily interested not in the cost of a product, but in its added value. Its formula looks like this:
Money invested + Associated costs + Benefits = Added value.
If you follow the b2b sales methodology developed by Reilly, the entire process can be divided into three stages:
Needs analysis: identifying the client's problems.
Inclusion of additional services: this is the source of added value in the proposed solution. For example, the product will be accompanied by a training course for the personnel who will work with this product.
Post-purchase activities: For example, you can offer technical support services for the product you offer. Even if these services affect the final cost of the product, they still add value to it because they promise a benefit.
Focus on the results your product delivers, not its price tag.
Hidden pain: a problem that the client is well aware of but ignores (sometimes deliberately).
Identified difficulty: The consumer is aware of the existing difficulty, but cannot do anything about it because he has not yet found a suitable solution.
Finding a solution: the client is familiar with the problem and really wants to fix it.
What type of business what is gcash do you think a seller would be most interested in? Logically, probably one that is in the process of finding a solution. But Bosworth says that there are only about 5% of those on the market. So it would be best to target customers who have already identified their problem, understand the importance of solving it, and see the potential benefits that using your product will bring them. By the way, competitors may find them earlier...
Read also!
"Selling price list: 5 marketing tricks + 10 tips for design"
Read more
Selling with added value
Many salespeople believe that a good discount will encourage a customer to make a decision to buy a product. But Tom Reilly, who wrote the book "Value Added Selling," believes that buyers are primarily interested not in the cost of a product, but in its added value. Its formula looks like this:
Money invested + Associated costs + Benefits = Added value.
If you follow the b2b sales methodology developed by Reilly, the entire process can be divided into three stages:
Needs analysis: identifying the client's problems.
Inclusion of additional services: this is the source of added value in the proposed solution. For example, the product will be accompanied by a training course for the personnel who will work with this product.
Post-purchase activities: For example, you can offer technical support services for the product you offer. Even if these services affect the final cost of the product, they still add value to it because they promise a benefit.
Focus on the results your product delivers, not its price tag.