Demonstrating Capabilities

🤔 When is the right time to demonstrate your capabilities?

🛠️ All too often sales people will talk about their capabilities and solution far too quickly with customers. 

🗣️ They spend too long talking about their business. 

🗣️ They jump onto the first problem they hear and immediately pitch their solution.

🧠 In most cases the most effective approach requires you to spend much more time understanding the client.

❓What problems do they have?

❓What are the implications of these problems?

❓What do they really want and need?

❓What value does the customer see from a potential solution?

🔴 I’ve just spent the last couple of days delivering SPIN sales training on behalf of Huthwaite International doing exactly this with a diverse group of sales people.

https://video.wixstatic.com/video/4bf584_3835765218c5421286d656ebfaf40a46/1080p/mp4/file.mp4

When is the right time to demonstrate your capabilities?

❓When was the last time you found yourself talking too much about your business or capabilities?

#salestraining #spin #capabilities #skills 

#confidence