Problem . We identify what the customer's problem is.
Customers want to be treated as if they were unique, so beyond a speech that seeks to sell a solution to everyone equally, we must identify a problem that is visible and also quantifiable: How much is it costing the customer to have that problem and not solve it.
Solution . Propose a solution.
Rather than explaining the features of our service, we must emphasize the benefits that the client will obtain, and what makes us different from our competitors -again, focused on benefits-.
Because when you present a solution to a problem, you will hopefully end up in a shortlist of competitors, and you will have to stand out with what makes you unique. Nobody wants to make a mistake when buying! And if we mobile phone saudi arabia mobile number directory help our client understand that by buying from us they are buying well, we will have more chances of making the sale.
Value / Result . Identify what is the value generation driver that we have.
In our lead generation example, we have different ways of achieving the result, so we could show the prospect the different possibilities: Our added value is the advice with which we help the client to identify the path that best suits them, and the ROI that they can obtain by implementing this project that I am offering them.
We then have that:
Raise a problem
Establish a solution
Communicate the value of that solution.
And then, we can even tell the success story of a client with similar characteristics, to further dispel any doubts.
With these elements we build a story that shows potential clients the problem they have and how our competitive solution will undoubtedly generate value.
If we manage to communicate this in an attractive and effective way, being honest with what we say, we will obtain great sales power, because we will be focusing on solving the client's needs, showing how our differential value will lead them to their success scenario.