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SELL THE DIFFERENCE: Establishing your Unique Solution Value

Drilling into the need beyond the need

Posted by Bob Apollo on Tue 22-Aug-2017

Theodore Levitt was the first to introduce us to the idea that “people don't want to buy a quarter-inch drill, they want a quarter-inch hole” - and this observation has surely now become one of today’s most relevant and widely quoted sales aphorisms.

It reminds us that our primary purpose, if we are to achieve lasting success in complex B2B sales, is not to sell our products or services but to reliably solve our customer’s problems and satisfy their needs.

But what if the need isn’t that obvious - or if the customer’s perception of their current need is that it isn’t critical enough to justify the case for change?

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Never mind your prospect’s current situation - what about their future direction?

Posted by Bob Apollo on Sat 24-Jun-2017

Most of today’s most popular B2B sales methodologies - including Value Selling, Challenger®, Solution Selling, Consultative Selling, SPIN® selling and many more - recommend that we always take the time to diagnose our prospect’s current pain points before we seek to propose our solution.

These techniques are even more effective when we manage to amplify the pain of their current situation or help the prospect to acknowledge previously unrecognised or undervalued needs that we are particularly effective at addressing.

But simply seeking to diagnose their current situation seems like an inadequate strategy compared with helping them see the future consequences of pursuing their current path as opposed to what they might be able to achieve if they were willing to change their behaviour…

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