How To Make A Compelling Recommendation
A great deal of time is spent by sales people preparing how they are going to introduce their product, service or idea to the customer. Here is a simple 3-step hack to ensure the customer always sees what you have to offer is relevant and compelling. It’s called…
REWIND BEFORE YOU HIT PLAY
Before you launch into your compelling recommendation or product presentation…
Start with ‘WIIFM?’
Start with ‘What’s In It For Me?’ What impact do you believe you can make for the customer? Keep it simple, one sentence only!
Replay back to the customer what they have said to you that relates to your idea / recommendation. Use their language. This tells the customer you have listened to them and that you understand them. This is a key component of building rapport.
Now you have earned the right to present your product / idea / recommendation etc. Make sure that everything you present relates to what was said in the ‘Rewind’. Remember: if the customer could say “So what?!” to anything you cover – don’t say it.
Less is more … resist going into a product or technical overload.
It’s always better to leave room for questions.