Please feel free to share your thoughts as well.......
Dman1b
Where are the closers?
What what is more important to the close of a sale?
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2
Secret Option 4: Solving Their Problemย
100% this
110%. was looking for this answer...
You need a solution to solve their problem. FAB is a great methodology to break down that solution.
But if you donโt understand their problem, or worse they donโt understand their own problem youโre just throwing FAB at a wall which is going to be hit with a bunch of โwe have that or similarโ by your competition. ย Which becomes a discounting race to the bottom with no relationship.
When you go in solving the problem first you can then position your product feature around it, you get the relationship because unlike other vendors your actually knowledgeable about them and their business, price becomes secondary because they recognize the problem and need it fixed.
When you go in solving the problem first you can then position your product feature around it, you get the relationship because unlike other vendors your actually knowledgeable about them and their business, price becomes secondary because they recognize the problem and need it fixed.
@LoneMaverickย At no point did I say to launch straight into FAB without any context or discovery into the target prospect and the problem theyโre looking to solve for.
I use FAB as part of a solution selling process.
Stating โsolve their problemโ as a sales approach is like suggesting I should use my mouth as a technique to eat food.
Additionally, the question wasnโt โwhatโs the most important thing to close a sale?โ It was โwhatโs the most important thing to close a sale from these 3 options.โ
But, hey, thatโs just the way I see it. Feel free to disagree.
I use FAB as part of a solution selling process.
Stating โsolve their problemโ as a sales approach is like suggesting I should use my mouth as a technique to eat food.
Additionally, the question wasnโt โwhatโs the most important thing to close a sale?โ It was โwhatโs the most important thing to close a sale from these 3 options.โ
But, hey, thatโs just the way I see it. Feel free to disagree.
The question was โwhatโs more important to close the saleโ with the OP including the statement โplease feel free to share your thoughts as well...โ which I, and several others, have done referencing solving the problem to the most important thing to closing the sale.
The problem I have with FAB is that itโs all about you and not the customer:
- My featuresย
- Benefit of my solutionsย
- The Advantage we have
Customers care about their challenge, what they are trying to solve. ย
I hear FAB and I just picture that sales rep who talks for 90% of the call.ย
But hey thatโs just the way I see it. ย Feel free to disagree ;)
The problem I have with FAB is that itโs all about you and not the customer:
- My featuresย
- Benefit of my solutionsย
- The Advantage we have
Customers care about their challenge, what they are trying to solve. ย
I hear FAB and I just picture that sales rep who talks for 90% of the call.ย
But hey thatโs just the way I see it. ย Feel free to disagree ;)
What you donโt seem to grasp here is that FAB can be a part of solution selling aka solving their problem. Itโs not either/or.
The whole process of selling revolves around solving the problem... if youโre not solving the problem, then what the hell are you doing?
You also have a fundamental misunderstanding of what FAB is... Itโs actually all about contextualizing the solution for your prospect and highlighting the ultimate benefit specific to them.
itโs not about the benefit of MY solution. Itโs YOUR benefit as a result of the product.
Also, FAB is not โfeature dumpingโ as you seem to be suggesting.
The whole process of selling revolves around solving the problem... if youโre not solving the problem, then what the hell are you doing?
You also have a fundamental misunderstanding of what FAB is... Itโs actually all about contextualizing the solution for your prospect and highlighting the ultimate benefit specific to them.
itโs not about the benefit of MY solution. Itโs YOUR benefit as a result of the product.
Also, FAB is not โfeature dumpingโ as you seem to be suggesting.
I agree that it can be part and should be part of the process but itโs not the most important part, in my experience those who focus to heavily on FAB tend to show up and throw up during discovery and demos.
You seem to agree with me regarding the importance of solving the problem โif youโre not solving the problem, what the hell are you doingโ. While this seems like common sense to the season rep Iโve seen way to many calls and sales process that jump right into look what we can do or hereโs the pricing and never touch on why the customer is interested in your solutions or what outcome theyโre looking for.
Maybe Iโm a bit jade from having seen FAB used horribly wrong in the last. ย Like I said, I agree itโs an important part of the process but until you established the problems and understand the desired/best resolution FAB can only be a feature dump as it lacks that fundamental context to the customer.
Thatโs why I maintain solving the problem is the most critical part of the sells process. ย
You seem to agree with me regarding the importance of solving the problem โif youโre not solving the problem, what the hell are you doingโ. While this seems like common sense to the season rep Iโve seen way to many calls and sales process that jump right into look what we can do or hereโs the pricing and never touch on why the customer is interested in your solutions or what outcome theyโre looking for.
Maybe Iโm a bit jade from having seen FAB used horribly wrong in the last. ย Like I said, I agree itโs an important part of the process but until you established the problems and understand the desired/best resolution FAB can only be a feature dump as it lacks that fundamental context to the customer.
Thatโs why I maintain solving the problem is the most critical part of the sells process. ย
Well, then, we largely agree. Huzzah! ๐
#NailedIt
FAB all the way!
Identifying what the why is, solving for it.ย ย
Closers consult instead of sell. Listen closely and solve for their problem!
Hmm.....So far Customer Relationship is a 2 to 1 winner, but everyone seems to be discussing FAB?ย
What if you have no relationship, but have all the answers to all their problems? How do you get in the door??ย
What if you have no relationship, but have all the answers to all their problems? How do you get in the door??ย
There is no sale without the customer relationship!
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